B2B matchmaking events

B2B matchmaking events are a strong opportunity for companies of any size to widen their network, find new business and grow their customer base. Getting the most out of them, though, takes preparation.

In this article we share some practical advice on how to prepare and, beyond that, how to make the most of a B2B matchmaking event.

Decide what you want

Before attending, decide what you want from the day. Ask yourself what you are there to achieve. Are you looking for suppliers, buyers or business partners? Are you trying to establish partnerships with other companies? Knowing your objective shapes how you approach every meeting and keeps you focused on what matters to your business.

Research who will be there

Before the event, look at the participant list and pick out the companies you want to meet. Work out whether each one is a potential supplier, buyer or partner. Find out what they do and where they concentrate. That preparation is what makes the conversation on the day productive rather than exploratory.

Have your elevator pitch ready

An elevator pitch is a short description of your company and what it does. Having one ready means you can introduce yourself clearly and concisely during the meetings. Make sure it includes what matters: your sector, your speciality and what genuinely separates you from your competitors.

Practise active listening

Listening properly is the skill that connects you with other participants. Pay attention to what they are saying and ask questions that follow from it. That helps you understand what they actually need, and it shows that you are interested in building a commercial relationship rather than delivering a monologue.

Be ready to exchange information

A B2B matchmaking event is a chance to exchange information worth having. Bring business cards and any marketing material you want to hand out. Be ready to receive material too, catalogues, leaflets and brochures from the companies you meet.

Follow up afterwards

After the event, follow up with the contacts you made. Send an email thanking them for the meeting and, where it makes sense, propose a date for a follow-up conversation. Add the new contacts to your mailing list, so you can keep them informed about what you are doing. Staying in touch regularly is what turns a contact into a commercial relationship.

In closing

B2B matchmaking events are a strong opportunity for companies to connect with each other and explore new business. Follow this advice and make the most of these events, and your company can widen its network, identify new suppliers, partners and buyers, and grow in its market. Remember that preparation and follow-up are what produce the best results.