Reflections on Our First Industry Event

I want to say that the name’s have been changed to protect the privacy of individuals, but let’s be honest, when I talk about the friendly Bostonian who recalled his years as a Dance Moms cameraman with sardonic nostalgia, he at least knows exactly who we are talking about.

It was our last night in Kentucky at GAMA-Expo and we opted to trade the playtest floor for a more reserved DEI mixer. Lemonade and brownies in hand, we prowled the ballroom floor with all the grace of middle schoolers at their first dance. Finally, we found a table that looked friendly enough and had room for two.

Have a Conversation

The subtext here is “be genuine.” In sales, they’ll tell you that means don’t come off like you’re trying to sell something. Really it means don’t avoid the obvious truth that of course you’re trying to sell something. That’s why you’re all there more or less.

When we first sat down, I wasn’t planning to launch into our usual speech about how we’re a budding board game design and publishing company looking to promote our brand in advance of our first release. However, the expectant looks from across the table definitely wanted us to “get it over with.” So, we briefly introduced ourselves but quickly segued into questions about them and their businesses.

In doing so, we found more organic opportunities to build “fiscal” bridges so to speak, including interesting a Florida retailer in a box of our soon-to-be product. We later traded cards with the aforementioned Bostonian who earnestly pointed out how we only did so after over an hour of conversation about mutual personal and professional interests.

Granted, not every interaction can last so long in a busy business setting. But we remember him, and he certainly remembers us.

Bonus Tip: Remember quality over quantity. Networking isn’t a numbers game.

Bring Memorable Props

“Let me see that” – The individual across the way at this same table reached out as we pulled out our prototype to show what we’ve been working on. We’d been proudly waving The Mire about for days now, and the box was starting to show it. Still, we slide it in their direction.

“Not that. THAT.” They bat the box aside unceremoniously, their eyes still glued to Sancho Panza, our waterbear stuffie and corporate mascot.

We toss Sancho their way and the little guy almost gets scorched by the tea candles between us. We laugh about it – Sancho is clearly a hit. Quietly, I’m thankful we won’t be on the Louisville news for burning down the Galt House Hotel. Openly, I’m thrilled to have an ice breaker as cuddly as ours.

Bonus Tip: Avoid open flames.

Choose Your Educational Battles

Let’s leave our friends at the DEI mixer behind for the moment and travel back in time to when we were preparing for the event by making a seminar schedule that would put Hermione Granger to shame. As a motivated new brand on the brink of both a game release and a major crowd-funding campaign, we naturally wanted to learn everything possible.

Anyone who has been to a business conference knows where this is going…

We learned a lot, but we also burnt out quickly. Toward the end we were much choosier about which seminars we would tolerate, which is a shame because we might have missed out on something really valuable. Next year, we’ll look more closely at the seminars and be more selective upfront to better pace ourselves throughout the visit.

Bonus Tip: Research the people giving the seminars. The who can be just as valuable as the what.

Just Be Present (Literally)

Upon registering on day one, we set up The Mire at an empty table out in the open and were almost immediately approached by two promoters who graced us with a free set of professional photos. We tried this strategy again in the adjoining lunch and coffee spot. And again at various open playtesting locations. We even busted out our soon-to-be-crowdfunded Diecathlon at happy hour, and were approached one whiskey in by a German distributor interested in both games.

This approach yielded one of our most valuable connections in the form of two designers from Guadalajara. Both were excited to learn about our games and teach us about theirs. We had the opportunity to share in their passion for games designed around both Aztec culture and American baseball. We’d run into them several more times as the event progressed, greeting them each time with lasting enthusiasm.

Sometimes we wouldn’t get approached of course, and that’s ok. We chalked those times up to relaxing game play. Everyone needs to recharge. Why not recharge while leaving the door open for organic connections?

Bonus Tip: Love games and game lovers will love you.

Stay Hydrated

Coming from Denver, Colorado, I didn’t think this would be a high priority. After all, I’m used to the dry. But never underestimate the power of constant conversation. Combine that with generally being thrown off my routine, and I was more than parched. I felt sluggish. My head hurt after a certain point. You name it.

Bonus Tip: Bring throat lozenges.

Annotate Business Cards

As Ovid once said, “when getting back from a B2B industry event, don’t forget to follow up on connections you’ve made.” We hadn’t even left the ground in Louisville and we were already logging business cards into a spreadsheet complete with notes on how we met each name and what was discussed. Unfortunately, Ovid left out the part about how you’d completely forget the faces behind some of your cards.

Bonus Tip: Write on the business cards you hand out too.

make the most of what you can

“You’re missing the best part!” The Bostonian seemed genuinely nonplussed when we informed the table that we were leaving the afternoon that the Exhibit Hall was to finally open. Granted, we’d already been at the event for almost four days.

When we’d learned about GAMA Expo, we were already hemmed in by other plans. Still, the opportunity to learn and grow was too great, and we made the most of the time we had. That and we’d already made a soft plan to attend PAX Unplugged at the behest of our table-mates.

True, it was disappointing. But also true was the fact that we were coming away having far outstripped our expectations for the trip. Even as the Bostonian was lamenting our early retreat, a woman came to the table looking for a writer to help with an RPG narrative.

“I’m a writer,” I said.

“Looks like you sat at the right table!” The Bostonian laughed, and we agreed. We couldn’t have ended on a better note.