With IMEX Frankfurt on the horizon and the M&I team gearing up to attend, it’s the perfect time to sharpen your presentation and networking skills.
Here at M&I, we pride ourselves on offering the best business meetings in the MICE industry. Our team witnesses and supports over 40,000 meetings every year, so they know a thing or two about what makes a meeting impactful.
Read on to hear from M&I’s Jo Goodenough, Commercial Partnership Manager, and Sam Bushell, Senior Buyer Relations Manager, as they share their tips on how to make the most of your meetings, leave a lasting impression, and walk away with real results.
Before you arrive at the event, make sure you’re clear on what you’re trying to say and what your desired outcome is. This will keep the conversation flowing and more likely lead to a meaningful conversation.
It’s also an idea to have more than one line of conversation, just incase the meeting takes a different direction. Just because your primary aim isn’t appropriate to the other person at that time, it doesn’t always mean that that’s all you have to offer them. You don’t want to walk away feeling that you missed an opportunity.
You’ll want to do your research to make sure you talk to the right people, at the right companies, who are in the right role. This saves everybody’s time and makes sure your conversations are as targeted and relevant as possible, and therefore likely to be more fruitful.
At the end of the day you’re there to do business, so a targeted approach and a pre-planned schedule will allow you to make best use of your time.
People buy from people, and it’s all about building rapport at meetings. It goes beyond the business card exchange – we’re creating a relationship and building on that in these face-to-face moments.
Also, it’s important to make your meeting a conversation rather than a pitch – ask questions, listen and learn their needs. This will allow you to tailor your conversation to the individual and you’ll both get more from it this way. It’s about the quality of the conversation rather than trying to get through as many conversations as possible.
Outside of the meeting room there are plenty of opportunities to build genuine connections with other event attendees, for example you might be having lunch, participating in an activity or grabbing a coffee and strike up a conversation with someone.
Engage wholeheartedly but avoid turning the interaction into a business meeting. It isn’t the right environment so it’s important to respect the setting. Instead, maybe exchange business cards and arrange a time for a more formal interaction.
It’s important to remember that every no brings you closer to your next yes and sometimes it just isn’t the right offering, for the right person, at the right time.
Don’t try to force a conversation or a sell – cut your losses and know when to continue a conversation or when to leave it.
It’s important to follow up after the event, but straight after it, the people you meet will likely be inundated with messages.
Consider giving it a little time before following up, and sending a more thought-out response with a clearer call to action. You’re way more likely to have a productive conversation this way.
With over 20 years of experience, we know better than anyone what makes the perfect meeting. When you attend an M&I event, you’re not just getting meetings — you’re getting the best meeting experience in the business, thanks to our focus on three key pillars:
Looking for an opportunity to have impactful MICE meetings this year?
Explore our calendar of events below and get in touch with the team now to find out more.
© M&I is part of Worldwide Events, a division of Worldwide Events Group Ltd which includes PLE, 27 Furnival St, London EC4A 1JQ
Affiliate Company: White Label Travel
EU & American buyers
19-22 Jun 2025 | United States
Forge new cross-continental partnerships
Benefit from our signature Flagship ROI in Türkiye’s most up-and-coming MICE destination
UK & EU buyers
27-29 Aug 2025 | Croatia
The M&I Forum experience streamlined into two impactful days
Open your property up to a new range of events and opportunities by taking advantage of an online assessment created by our event partner, Healthcare Venues, which will determine if your venue is capable of hosting healthcare meetings and events.
If your property passes, you’ll receive Healthcare Venue certification, verifying you to our buyer network as a specialist healthcare venue.
Tim Chudley
Managing Director, Sundial Group
