How to support employees through pregnancy and baby loss blog

How to support employees through pregnancy and baby loss, and why it matters

How to support employees through pregnancy and baby loss blog

1 in 4 employees in the UK lose a baby during pregnancy or birth.

Despite impacting so many of us on such a deep level, the existing stigma can make it difficult for people to access the support they need, especially at work.

At Tommy’s we hear positive and negative stories from employees about the type of support they received at work during their pregnancy or loss, and how it impacted their experience.

Perhaps unsurprisingly, a supportive and understanding workplace when it matters most often results in long-lasting trust and loyalty. On the other hand, when this support is lacking employees become disengaged, their wellbeing is impacted, and they are likely to leave.

Did you know:

  • 60% of professional women leave their organisation within a year of returning from maternity leave. The most common reason for this is lack of support and understanding*
  • On average it costs £30,000 to replace an employee.**

“If a company like mine can get it so wrong, I would guess that most other companies are in a similar boat. My experience has me questioning why I continue to work for them, and I’m at high risk of leaving. To be honest, it is very disappointing, especially as they are known for caring about their employee’s wellbeing.”

Mother of a stillborn baby at a very large international company. She has since left the company.

Starting or growing a family is one of the most common major life events and impacts a significant part of a workforce, so why is it that although pregnancy loss is so common, support from work often isn’t good enough?

  • Pregnancy and baby loss is still not talked about openly in society which means the physical and emotional impact of miscarriage, stillbirth, premature birth is often deeply misunderstood.

    Though more parents are bravely sharing their stories, there is still a long way to go when it comes to creating an open workplace culture around complex pregnancy journeys.

  • There is currently no statutory support for employees who lose a baby before 24 weeks of pregnancy. This contributes to the existing misconception that miscarriage is ‘just one of those things’ and undermines the devastating experience it can be.
  • Without this legislation, paid time off for miscarriage is down to employer discretion, leaving thousands of employees forced to continue working through their loss without the option to take time off to heal and grieve.
  • Prejudice still surrounds pregnancy and parenting in the workplace We hear stories about women not wanting to share that they’ve had a miscarriage for fear of revealing they want to start a family and what that might mean for upcoming promotions. Or returning from maternity leave to find they are treated differently and perceived to be less committed to their job since becoming a parent.

    This is huge to unravel, but ultimately points back to the need for better awareness and understanding across all business functions.

Recently we have seen an increase in businesses prioritising pregnancy and parenting as part of their wellbeing or EDI strategies, so things are starting to change.

But we know it can be difficult to know where to start, know what’s going to make the biggest difference, and know how to maximise the impact of any progress made. How to support employees through pregnancy and baby loss blog

Our top 5 recommendations for businesses looking to improve support for all pregnancy journeys.

  1. Train your people managers

    People will always remember how they were made to feel. The communication and support from line managers is one of the defining factors in how well supported your employee feels by you as an employer.

    Tommy’s Pregnancy and Parenting at Work e-training programme was created to give line managers the skills, knowledge and confidence to navigate sensitive conversations around pregnancy and baby loss. Find out more here.

  2. Have an explicit policy

    Naming pregnancy loss in your policies removes the burden from the employee to navigate leave at one of the most traumatising times in their life. Tommy’s can support with the language and inclusivity of your policy.

  3. Be flexible

    Grief is not one-size-fits-all. There are many factors that will affect your employee’s mental and physical recovery and their needs may change. Create a clear return to work plan that allows for flexibility.

  4. Talk about their loss

    Do: Ask if/how they would like their news to be shared. Use their baby’s name. Ask how they are.
    Don’t: Avoid your colleague or the topic of their loss. Try and “fix” things. Ask them to make lots of decisions.

  5. Break the silence

    Pregnancy and baby loss is still a taboo subject for many, leaving parents isolated in their grief. By providing support and normalising conversations around pregnancy and baby loss, together we can make sure every parent gets the support they need.

    Our expert Midwives provide talks for organisations. Contact to find out more.

Why does this matter?

Putting your employees first and supporting them through major life moments is the right thing to do. We all deserve compassion, empathy and understanding from our workplace.

But there are wider business benefits too. When employees feel supported and seen, productivity increases, retention improves, new and diverse talent is drawn towards your business because of your positive reputation for creating an inclusive culture. The benefits of improving support are both instantaneous and long-term and there is so much potential for businesses to create impactful, sustainable change.

Free government-funded training for eligible businesses in Birmingham and Manchester

Tommy’s is expanding their award-winning Pregnancy and Parenting at Work programme to the SME market. Businesses in Birmingham and Manchester with less than 250 employees can access training and support today for free by signing up here.

Contact a member of the team on to get your discount code.

About Tommy’s

Tommy’s is the largest pregnancy research charity in the UK. Tommy’s exists to stop the heartbreak and devastation of baby loss by making pregnancy and birth safe – for everyone. 

Bringing together a network of expert researchers, healthcare professionals and passionate supporters, Tommy’s is a community dedicated to saving babies’ lives. Tommy’s researchers are discovering the causes of pregnancy complications and providing expert information and care to support women and birthing people, and their partners, at every stage of their pregnancy journeys. Tommy’s runs a world-leading stillbirth research centre in Manchester.

* Workingmums annual survey, 2016: sample size 2,254, 98% female

** “The Cost of Brain Dump” by Oxford Economics, commissioned by Unum, 2014

Mastering the Art of the Sales Process

Mastering the Art of the Sales Process


Welcome to my comprehensive guide on mastering the art of the sales process.

In today’s competitive business landscape, having an effective sales process is crucial for achieving sustainable growth and success.

A well-defined sales process not only helps you close deals more efficiently but also enables you to build stronger relationships with your customers. In this blog post, I will dive deep into the key components of an effective sales process and provide you with practical tips to implement them.

Mastering the Art of the Sales Process
Gavin Belton-Rose

Gavin Belton-Rose

1. Understanding the Sales Process

Before we delve into the specifics, it’s essential to have a clear understanding of what a sales process is. A sales process is a systematic approach that sales teams use to move prospects through the sales funnel, from initial contact to closing the deal. It provides a roadmap for sales reps to follow, ensuring consistency and maximizing their chances of success.

2. The Stages of a Sales Process

A typical sales process consists of several stages, each representing a significant milestone in the buyer’s journey. Let’s take a closer look at these stages:

a. Prospecting
Prospecting is the first stage of the sales process, where the salesperson/team identify potential customers who may have a need for their product or service. This involves researching and qualifying leads to determine if they are a good fit for your offering.

b. Qualifying
During the qualifying stage, sales teams evaluate prospects to determine their level of interest, budget, authority and need (BANT). This step helps prioritise leads and ensures that resources are allocated to high-value opportunities.

c. Needs Analysis
In this stage, sales teams engage with prospects to understand their pain points, challenges, and goals. By conducting a thorough needs analysis, you can tailor your solution to meet their specific requirements, increasing your chances of success.

d. Presenting the Solution
Once you have a clear understanding of the prospect’s needs, it’s time to present your solution. This stage involves showcasing how your product or service can address their pain points and add value to their business.

e. Handling Objections
Objections are a natural part of the sales process. During this stage, sales teams address any concerns or objections raised by the prospect. By effectively handling objections, you can build trust and credibility, increasing the likelihood of closing the deal.

f. Closing the Deal
The closing stage is where the prospect makes the final decision to purchase your product or service. It involves negotiating terms, finalising pricing, and securing the deal. Effective closing techniques and strong relationship-building skills are crucial at this stage.

g. Follow-Up and Relationship Building
Even after closing the deal, the sales process doesn’t end. Building long-term relationships with customers is essential for repeat business and referrals. Regular follow-ups and providing excellent customer service are vital to maintaining customer satisfaction.

3. Key Components of an Effective Sales Process

a. Clear Goals and Objectives
A successful sales process starts with clear goals and objectives. Define what you want to achieve, whether it’s increasing revenue, acquiring new customers, or expanding into new markets. Having measurable goals helps align your team and provides a benchmark for success.

b. Detailed Buyer Personas
Understanding your target audience is crucial for tailoring your sales approach. Develop detailed buyer personas that provide insights into your customers’ demographics, pain points, motivations, and buying behaviour. This will enable you to personalise your messaging and sales strategy for maximum impact.

c. Effective Lead Generation Strategies
To fuel your sales process, you need a steady stream of qualified leads. Implement effective lead generation strategies such as content marketing, social media advertising, and search engine optimisation (SEO) to attract potential customers and fill your pipeline.

d. Sales Tools and Technology
Leveraging sales tools and technology can significantly enhance your sales process. CRM (Customer Relationship Management) systems, sales automation tools, and analytics platforms can provide valuable insights, streamline workflows, and improve overall efficiency.

e. Sales Training and Development
Investing in sales training and development is crucial for equipping your sales team with the skills and knowledge they need to succeed. Regular training sessions, workshops, and coaching can enhance their selling techniques, objection-handling skills, and overall sales performance.

f. Effective Communication and Collaboration
Collaboration between sales, marketing, and customer support teams is essential for a smooth sales process. Clear and effective communication channels ensure alignment and enable cross-functional collaboration, leading to a unified customer experience.

g. Continuous Improvement and Evaluation
A successful sales process requires continuous improvement. Regularly evaluate your sales pipeline, analyse key metrics, and identify areas for improvement. Encourage feedback from your team and implement strategies to optimise your sales process over time.

4. Best Practices for Implementing an Effective Sales Process

a. Define Clear Sales Roles and Responsibilities
Clearly define the roles and responsibilities of your sales team to ensure everyone understands their specific tasks and objectives. This clarity promotes accountability and helps avoid confusion or duplication of efforts.

b. Streamline Your Sales Funnel
Analyse your sales funnel to identify any bottlenecks or areas where prospects are dropping off. Streamline the process by removing unnecessary steps, automating repetitive tasks, and optimising the flow to improve conversion rates.

c. Implement Sales Enablement Tools
Sales enablement tools such as content libraries, sales playbooks, and training materials can empower your sales team with the resources they need to effectively engage with prospects at each stage of the sales process.

d. Use Data and Analytics to Drive Decision-Making
Leverage data and analytics to gain valuable insights into your sales process. Monitor key metrics such as conversion rates, average deal size, and sales cycle length to identify trends, uncover opportunities, and make data-driven decisions.

e. Foster a Culture of Continuous Learning
Encourage a culture of continuous learning within your sales team. Provide opportunities for professional development, share industry insights, and celebrate successes to keep your team motivated and engaged.


Mastering the art of the sales process is crucial for achieving consistent success in today’s competitive business landscape. By understanding the stages of a sales process, implementing key components, and following best practices, you can optimise your sales efforts and boost your bottom line. Remember, a well-defined sales process is not set in stone; it requires continuous improvement and adaptation to meet the ever-changing needs of your customers and market dynamics. So, start implementing these strategies today and watch your sales soar to new heights!

Contact Gavin Belton-Rose on LinkedIn to connect and chat.

Adam Jones - Founder FFAIR

Hashtag Events and FFAIR Join Forces for Revolutionary Exhibitor Management Software

Hashtag Events and FFAIR Join Forces for Revolutionary Exhibitor Management Software

Hashtag Events and FFAIR Join Forces for Revolutionary Exhibitor Management Software

Hashtag Events, the UK’s leading event organiser of business shows for SMEs around the UK and Ireland, are thrilled to announce its partnership with FFAIR, a pioneer in cutting-edge exhibitor management software. This strategic collaboration aims to revolutionise the small business event industry by introducing a seamless and efficient solution for exhibitor management.

As event organisers increasingly face the challenges of streamlining operations and enhancing exhibitor experiences, the need for innovative software solutions becomes paramount. Hashtag Events, known for its commitment to delivering exceptional events, has recognised the immense potential of FFAIR’s exhibitor management software and is excited to integrate it into its operations.

Online Exhibitor Manual and Shop 1320 × 300pxFFAIR’s advanced software offers a comprehensive suite of features designed to simplify the exhibitor management process. With its user-friendly interface and robust functionality, event organisers can efficiently handle exhibitor registrations, stand assignments, invoicing, communication, and other critical tasks. By leveraging FFAIR’s state-of-the-art technology, Hashtag Events aims to enhance operational efficiency while providing exhibitors with a seamless experience.

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“We are thrilled to partner with FFAIR for our exhibitor management software needs,” said Andrew Charlton, CEO at Hashtag Events. “Their cutting-edge platform aligns perfectly with our commitment to delivering exceptional experiences to our clients and exhibitors. By integrating FFAIR’s software into our operations, we can streamline the exhibitor management process and provide a smooth and hassle-free experience for all stakeholders.”

This partnership will enable Hashtag Events to optimise its exhibitor management workflow, automate manual processes, and significantly reduce administrative overhead. With FFAIR’s robust tools, Hashtag Events can focus on delivering high-quality events while ensuring exhibitors receive superior support throughout the process. Delivering 24 business shows in 2024 and a new set of over 20 regional networking and masterminding groups, this evolution is critical.

“We are delighted to join forces with Hashtag Events,” said Adam Jones, CEO and Chief Product Officer, at FFAIR. “Together, we aim to transform the exhibitor journey to one that is simple, rewarding and enjoyable. By combining Hashtag Events’ expertise and FFAIR’s innovative software, we can create a streamlined, transparent, and efficient platform that enhances the experience for both organisers and exhibitors.”

This partnership marks an exciting milestone for both Hashtag Events and FFAIR, as they pioneer a new era of exhibitor management software in the events industry. By embracing technology and collaboration, they are poised to reshape how SME events are organised and executed, setting new industry standards.

Andrew Charlton - Business Events Expert

Andrew Charlton FCIM – CEO Hashtag Events

Adam Jones - Founder FFAIR

Adam Jones – CEO and Chief Product Officer FFAIR

INV Inverness Business Show Hashtag Events Mar 2023 05

The Resurgence of the Business Show for Small Businesses in 2023

The Resurgence of the Business Show for Small Businesses in 2023

INV Inverness Business Show Hashtag Events Mar 2023 05
Hashtag Events Mobile Hero Image

In the past few years, small businesses have been experiencing a resurgence in popularity. They are a critical component of the economy, providing jobs and contributing to the growth of their local communities. With the rise of entrepreneurship and innovation, small businesses are receiving more recognition than ever before. And as a result, there has been a renewed interest in business shows that cater to the needs of small businesses.

Business shows have been around for decades, providing a platform for businesses to showcase their products and services, network with other business owners, and gain valuable insights from industry experts. However, in recent years, there has been a shift in focus towards smaller businesses. Many business shows are now specifically tailored to the needs of small businesses, providing them with the tools and resources they need to succeed in a highly competitive market.

One of the biggest advantages of attending a business event is the opportunity to network with other business owners. Small businesses often face similar challenges, and it can be helpful to connect with others who have faced similar struggles. Business shows provide a space for business owners to meet and exchange ideas, share experiences, and collaborate on potential partnerships. This can be especially helpful for small businesses that may not have the resources or connections of larger corporations.

Business shows

Business shows also provide an opportunity for small businesses to showcase their products and services to a wider audience. Exhibiting at a business event can help increase brand awareness and generate leads, which can ultimately lead to increased sales. In addition, many business shows offer opportunities to present to potential investors, which can be crucial for small businesses seeking funding.

One example of a business show that caters to small businesses is the Small Business Expo. The expo travels to various cities across the United States, providing a platform for small businesses to showcase their products and services. The expo also features workshops and seminars led by industry experts, covering topics such as marketing, social media, and business development.

Another example is the National Small Business Week, which is held annually in the United States. This event features a series of events and workshops aimed at providing small businesses with the resources they need to succeed. Topics covered at the event include financing, marketing, and management.

In addition to traditional business shows, there has also been a rise in virtual events catering to small businesses. The COVID-19 pandemic has forced many businesses to pivot to online platforms, and as a result, virtual events have become increasingly popular. These events offer many of the same benefits as in-person shows, including networking opportunities and access to industry experts. However, they also provide the added convenience of being accessible from anywhere with an internet connection.

Virtual events can also be more cost-effective for small businesses. Attending an in-person business show can be expensive, with costs including travel, lodging, and exhibit fees. Virtual events eliminate many of these expenses, making them a more affordable option for small businesses with limited budgets.

Business Events

Despite the many benefits of attending a business show, it is important for small businesses to approach them strategically. Before attending a business show, it is important to set goals and determine what you hope to achieve. This may include generating leads, networking with other business owners, or learning about industry trends.

It is also important to do your research and choose the right business show for your specific needs. There are many different types of business shows, each with its own focus and audience. For example, some shows may be geared towards specific industries or business sizes. Choosing the right show can help ensure that you are able to connect with the right people and gain the most value from the event.

In conclusion, the resurgence of business shows for small businesses provides a valuable opportunity for entrepreneurs to connect with others in their industry, showcase their products and services, and gain valuable insights from industry experts. With the rise of virtual events, attending a business show has become more accessible and represents a great ROI.

See our profile on Eventbrite for details of our shows or contact us for more information.

SmartWorking Group Networking Meeting

Benefits of Business Mastermind Groups

SmartWorking Business Mastermind and Networking GroupsA business mastermind group is a gathering of like-minded individuals who come together to support each other in achieving their business goals.

Being a part of a mastermind group can offer numerous benefits to entrepreneurs such as the opportunity to learn from the experiences and perspectives of others, receive feedback and advice on their business strategies, and hold themselves accountable for achieving their objectives.

By participating in a business mastermind group, individuals can expand their network, gain new insights and ideas, and develop the skills and knowledge needed to take their business to the next level. Additionally, being a member can provide a sense of community and camaraderie, which can help alleviate the isolation that can often come with running a business.

Overall, a business mastermind group can be an invaluable resource for entrepreneurs and business owners looking to grow and succeed in their respective industries. Check out our new SmartWorking Groups for details on how to join.

Why SmartWorking Groups for Entrepreneurs?

As an entrepreneur or business owner, navigating the complexities of running a successful business on your own can be challenging. But what if you had a community of like-minded individuals to support and guide you along the way? That’s where a business mastermind group comes in.

A business mastermind group is a gathering of individuals who come together to support each other in achieving their business goals. The group typically consists of 6-12 members who meet on a regular basis, either in person or virtually, to discuss their challenges, share their successes, and offer feedback and advice to one another.

One of the key benefits of being a part of a business mastermind group is the opportunity to learn from the experiences and perspectives of others. By being a member of a group comprised of individuals with diverse backgrounds, skill sets, and industries, you can gain insights and ideas that you may not have otherwise considered. This can help you to develop new strategies, overcome challenges, and identify opportunities for growth.

In addition to learning from others, being a member of a business mastermind group can provide a sense of accountability. When you share your business goals and strategies with a group of peers, you’re more likely to follow through on them. Plus, your fellow members can hold you accountable and provide support and encouragement along the way.


SmartWorking Group Networking MeetingAnother benefit of being a part of a business mastermind group is the opportunity to expand your network. By connecting with other entrepreneurs and business owners, you can tap into new resources, partnerships, and potential clients. You never know who you might meet through your mastermind group that could open doors for your business.

Finally, being a member of a business mastermind group can provide a sense of community and camaraderie. Running a business can be isolating, but having a group of peers who understand the challenges and triumphs of entrepreneurship can be incredibly motivating and inspiring. You’ll gain a support system of individuals who are invested in your success and who will celebrate your wins with you.

Community Spirit & Commitment

There are a few things to keep in mind. First, make sure that the group is a good fit for you and your business. Ideally, you want to be a part of a group that consists of individuals with complementary skills and experiences. You also want to make sure that the group’s culture and values align with your own.

Second, be prepared to commit to the group. Being a member of a group requires time, effort, and energy. You’ll need to attend meetings, actively participate in discussions, and be willing to offer support and feedback to your fellow members.

Finally, be open to feedback and willing to learn. A business mastermind group is a space for growth and development, so be prepared to receive constructive criticism and take action on it. Your fellow members are there to help you succeed, so make the most of their insights and expertise.

In conclusion, a business mastermind group can be an invaluable resource for entrepreneurs and business owners looking to grow and succeed in their respective industries. By joining a group of like-minded individuals, you’ll gain new insights and ideas, receive personalised feedback and guidance, expand your network, and develop a sense of community and camaraderie. If you’re ready to take your business to the next level, consider joining a group today. Contact us for more information.

Business Events by Decision Makers for Decision Makers

How to get ahead as an Exhibitor (from one that knows!)

Tosh Lubek Exhibitor AdviceI’m Tosh Lubek and I’ve exhibited with Hashtag Business Events at business shows and EXPOs from Aberdeen down to Oxford and Milton Keynes, and many locations in between. However, I’ve also been one of Hashtag Business Events’ sponsors, providing a free video booth where any visitor could record a professional short video for their social media.

In the last twelve years of exhibiting at business shows, I’ve experienced great success and in the early days, some failures due to my inexperience. In this post, I’ll share my checklist of things to take to every exhibition, the contents of my “emergency box”, and quite a few tips for having a successful day at any business show.

First, my exhibition checklist.

Checklist of things to take

I always take the following items to each business show to “dress” my stand with the intention of attracting visitors and generating a list of potential leads.

Exhibition checklist

  • Business cards.
  • Marketing brochure and promotional leaflets.
  • Display stands for the above.
  • Pop-up stands for behind the table.
  • Bring a tablecloth (if not using the one supplied).
  • Mains extension cord and block.
  • Phone/tablet charger & cables.
  • Display panel TV & stand for marketing video.
  • Promotional giveaway items.
  • Prize draw item.
  • Bowl/Box for collecting business cards.
  • Wheeled case or trolly for exhibition material.
  • A5 notepad.
  • Box of unbranded pens.
  • Emergency Box.

The last item on the checklist is what I call my Emergency Box. You won’t not find any sticking plasters or bandages in it, but it does include items that have helped me fix pop up stands and generally save the day. This is especially important if, like me, you’ll be travelling a far distance to the business exhibition.

Emergency Box checklist

  • Roll of Sellotape.
  • Roll of gaff tape.
  • Ball of string.
  • Spare batteries for TV remote.
  • Power bank USB charger.

So that’s my checklist and emergency box for every exhibition. Yours might be a little different, but you should find mine as a good starting point to ensure you can set up a good stand for the event.

16 Tips to maximise your exhibition experience

I’ve explained what you need to take to a business show as an exhibitor, now let me share 16 to make sure you have a successful day.

Get help at your stand. Although you might be able to cope on your own, you will find it much easier to have two, or possibly three, people on your stand. This will give you the opportunity to take a break or speak to other exhibitors while still having a functioning exhibition stand.

Arrive at the venue on time. This doesn’t mean just before the event is due to open to visitors, but when it opens to exhibitors so that you will have plenty of time to set up and correct any problems you may encounter.

Don’t leave early. Most exhibitions finish at 3.00pm, and although there may be a fall in visitor numbers over lunch, some attendees will deliberately come just for the afternoon. Packing up early is disrespectful to both visitors and exhibitors. Furthermore, you might miss speaking to that one person who could be your best new client.

Get connected at the venue. At some of the venues, you might not be able to get a good mobile signal due to poor network coverage. Fortunately, most venues provide free public Wi-Fi, and where possible, Hashtag Business Events will provide the SSID and password. If necessary, ask one of the HashTag Business Events team.

Don’t just talk to the room. Now that you’re connected to the internet, get onto social media, and let people know you’re at the event. When on Twitter, include the event hashtag in your tweets and two incredibly useful things will happen. The HashTag Business Events team will show your tweet on the venue’s display screens and retweet it to their tens of thousands of social media followers. Giving you extra exposure to those who couldn’t come to the event.

Speak to other exhibitors. It’s not just the registered attendees who are potential clients, that’s one reason why it’s useful to have more than one person on your stand. If you discover that other businesses in your niche have booked a stand, don’t get defensive or annoyed. I’ve found it can be an opportunity to make contacts, share information, and even collaborate.

Use professional exhibition material. If you’re going to spend time and money on a stand, don’t scrimp on leaflets, brochures, and promotional material. All those items promote your business brand and will reflect on your credibility. People visiting your stand may not have heard of you before, so they’ll form an impression of your business based on what they see at your stand. If they like what they see, they’re more likely to stop, chat, and ask questions about how you can help them.

Make sure you’re noticed. At most exhibitions, you’ll be provided with a 6ft table with a white tablecloth, and a couple of chairs. That’s identical to every other stand, so consider being different. You can fill the space behind you with pop-up banners and displays. Then replace the white tablecloth with one that’s a different colour or even printed it with your own company logo and corporate message. It’s not as expensive as you might think and a worthwhile investment if you plan to attend a few exhibitions.

Take photos and record video clips. At any business exhibition, the first thing people do after setting up their stand is to take photos and/or record short video clips to post on social media. You can also use video clips to tell your business story, provide updates, and share client testimonials. In fact, if you some of your customers come to the event, it’s a great opportunity to get them to record a video testimonial. It’s not wasting valuable time at the business show, you’re creating a good sales tool that can be used repeatedly.

Give people a reason to stop and engage with you. You can give away something valuable, although that doesn’t mean something of great monetary value. It should be something that has value to a potential customer visiting your stand. It could be a branded promotional item, but an industry report or checklist might be even more valuable to a client. For instance, if you’re an estate agent, give away a checklist of all the things a buyer/seller needs to do would moving business premises or home.

Collect contact details. You’re at the business event to find new sales leads, so make sure you collect the contact details of people visiting your stand. To do this effectively, give people an incentive to hand over their business cards or contain details. You could run a prize draw for a bottle of bubbly, chocolates, etc. To enter, you could ask people to drop their business cards into a box. However, to avoid any friction later, ensure they understand that by entering the draw they consent to be contacted.

Don’t be a nuisance. I’ve come across some stands that play product videos, and I would encourage you to do so, but do not turn up the sound to the point where it becomes annoying to neighbouring stands.

Get out from behind your stand. Sitting behind the table at your stand is imposing a barrier between you and potential customers. If you need to stay behind the table, at least stand up, which demonstrates you’re interested in speaking to those visiting your stand. If you have two or more people at your stand, ensure one of you is on the other side of the table. It’s easier to engage with visitors and feels more friendly.

Put away your phone. For the five or so hours of the business show, you are an ambassador for your company or product. Sitting at your table and scrolling through your phone doesn’t demonstrate enthusiasm for your product or service, so why would anything stop and chat? You may be out of the office but it’s still a workday, so let people see that you want to talk.

Don’t ignore people. Some people visiting your stand will never become customers of yours, but don’t make them feel unwelcome because you don’t know who they know. I have been contacted after an event, sometimes many months later, because a person I had spoken to recommended me to a friend or colleague. That’s how I ended up working with the University of Strathclyde’s Genealogical Unit on the “Who Do You Think You Are? Live” event at the SECC in Glasgow. So be nice, it frequently pays dividends later.

You’re not finished at the end of the event. I’ve heard some business owners say that business exhibitions don’t work for them. That’s largely due to the amount of time and effort they were willing to commit to exhibiting. Business shows aren’t about selling on the day. They are a means to generate interest and leads, selling comes later. At the event, you should have collected a list of contact details, after the show you need to follow up on each of those leads. Without the follow-up, you’ll not maximize the return on your investment.


I have found that I get the best results from business shows and EXPOs when I treat them as part of my sales funnel. This includes making an effort before, during and after an event. If you do the same, you should have a positive experience and will want to book again for next time.

Use my Exhibition Checklist and Emergency Box Checklist to ensure you don’t forget anything. You might not need everything I’ve listed, or you might need more, but the checklists are a good starting point.

Finally, as well as generating sales leads at the business show, remember to use the event as part of your online marketing efforts. Use your phone to take photos and video clips at your stand to use during and after the event. If you need more information about creating content see my article: How to create trade show social media video posts.

To get in touch with us just fill out our contact form.

About the author

Tosh Lubek spent 30 years working in broadcasting prior to setting up Tosh Lubek Productions in 2010. He has won number of awards in the UK and New York for his work. Tosh has been a regular exhibitor and sponsor of the video booth at Hash Tag Business Events across the UK, giving visitors the opportunity to record professional videos for their social media channels. Since 2020 Tosh has been busy creating and publishing a portfolio of websites, DIY Video Studio, Kitchen Acorns, and Backyard Passions.


Exhibitors at a Hashtag Events Business Show

Print is the way for 23

Exhibitors at a Hashtag Events Business Show

Print is the way for 23

Print Sponsors

After a busy 2022 as the exclusive Print Sponsor and Supplier of Hashtag Events Business Shows, we’re delighted to confirm that Aitken Design will continue as Print Sponsor until the end of 2023.

Business Shows

With 24 planned regional business shows in 2023, Stuart Aitken, owner of Aitken Design explained “this is the perfect platform for us to showcase our expertise in design and print, merchandise and web to the SME community across the country.”
“We love delivering game-changing products and services and the exhibitors and delegates of Hashtag Events’ shows are a perfect fit for us.”
Hashtag Events owner Andrew Charlton added “having a business with the in-house expertise like Aitken Design in our corner makes a huge difference to the effectiveness of our exhibitors and us. We’re delighted to have Aitken Design as Print Sponsor throughout 2023.”

Business Event News

Business Event News

Business Event News

Check out the latest Business Event News and blog from around the Hashtag world! Get in touch if you’ve got a newsworthy story to share and check out other events industry news.

How to support employees through pregnancy and baby loss blog
Business News

How to support employees through pregnancy and baby loss, and why it matters

1 in 4 employees in the UK lose a baby during pregnancy or birth. Despite impacting so many of us on such a deep level, the existing stigma can make it difficult for people to access the support they need, especially at work. At Tommy’s we hear positive and negative stories from employees about the …

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Mastering the Art of the Sales Process
Business News

Mastering the Art of the Sales Process

MASTERING THE ART OF THE SALES PROCESS Welcome to my comprehensive guide on mastering the art of the sales process. In today’s competitive business landscape, ...
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The Business Show supported by Hashtag Events
Business News

Benefits Of Exhibiting at The Business Show

BENEFITS OF EXHIBITING AT THE BUSINESS SHOW The Business Show has always been passionate about providing a platform for SMEs, startups, and aspiring entrepreneurs, giving ...
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Adam Jones - Founder FFAIR
Business News

Hashtag Events and FFAIR Join Forces for Revolutionary Exhibitor Management Software

Hashtag Events and FFAIR Join Forces for Revolutionary Exhibitor Management Software Hashtag Events, the UK’s leading event organiser of business shows for SMEs around the ...
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INV Inverness Business Show Hashtag Events Mar 2023 05 scaled
Business News

The Resurgence of the Business Show for Small Businesses in 2023

In the past few years, small businesses have been experiencing a resurgence in popularity. They are a critical component of the economy, providing jobs and ...
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SmartWorking Group Networking Meeting
Business News

Benefits of Business Mastermind Groups

A business mastermind group is a gathering of like-minded individuals who come together to support each other in achieving their business goals. Being a part ...
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Andrew Charlton & Barry Clark
Guest Blog Post

Barry Clark talks salesy salespeople – Anatomy of the sales person in 2023

Everyone I speak with tells me that they want to win more sales for their business. Most also tell me that they worry about being ...
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Business Events by Decision Makers for Decision Makers
Business News

How to get ahead as an Exhibitor (from one that knows!)

I’m Tosh Lubek and I’ve exhibited with Hashtag Business Events at business shows and EXPOs from Aberdeen down to Oxford and Milton Keynes, and many ...
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Exhibitors at a Hashtag Events Business Show
Business News

Print is the way for 23

After a busy 2022 as the exclusive Print Sponsor and Supplier of Hashtag Events Business Shows, we’re delighted to confirm that Aitken Design will continue as Print ...
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Our Business Event Speakers

Meet some of our featured business event speakers

Some of our awesome business event speakers are listed below. If you’d like to join them then find out more about becoming a speaker.

Stefan Thomas
Keynote Speaker | Bestselling Author of 'Business Networking for Dummies', 'Instant Networking' and 'Win The Room' | Founder of The Networking Retreat

Stefan Thomas

Stefan Thomas is the Amazon bestselling author of Business Networking for Dummies, Instant Networking and Win The Room. He is asked to speak at conferences across the world as well as to provide training and leadership to senior teams. His clients include BT, Instinctif Partners, Business Durham, Oxford Brookes University, Lloyds Banking Group and many more. Networking and social media have been Stefan’s exclusive route to market for over 15 years now, he lives it as much as he speaks about it.

Tracy Heatley
I help business owners to have Better Strategy, Better Marketing and Better Networking, through marketing mentoring, consultancy & networking training. I help people get referrals through my BoB Clubs Networking Groups.

Tracy Heatley

Tracy trains people to become networking ninjas, by helping them to understand their own communication style, develop ways to interpret others and how to adapt to communicate with anyone. She works with her clients to help them win the right business through referrals. As well as formal academic qualifications, Tracy is a Fellow of the Chartered Institute Of Marketing, an NLP Master Practitioner and networking expert. As well as running her own networking company, Business Over Breakfast (North West) since 2007, Tracy has been training people in networking and communications for over ten years. Since setting up her Better Networking training company, Tracy has worked directly with hundreds of business people to help them win better business through referrals.

Emma Alkirwi
CV and LinkedIn Expert, Bespoke CV Writer, LinkedIn Optimisation delivering results for clients’ careers and businesses. Working Mum and flexible working advocate.

Emma Alkirwi

Emma had spent over fifteen years working in the recruitment and the welfare to work industry. During that time she noted, how many people found it uncomfortable to write about themselves or their business. That hurdle was holding them back from getting their dream job or attracting sales leads. Coming from an industry that was stereotypically spent on the phone hard selling, she sought to change the mindset towards sales. Using the power of LinkedIn she is driven to show people that sharing knowledge and networking online is a simple way to attract sales & talent opportunities.

Roger Edwards
I am the Marketing Simplifier💥Speaker, Consultant and Trainer💥𝗔𝘂𝘁𝗵𝗼𝗿 𝗼𝗳 "𝗖𝗮𝘁𝘀, 𝗠𝗮𝘁𝘀 𝗮𝗻𝗱 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴 𝗣𝗹𝗮𝗻𝘀"💥Helping you nail your offer, set your goals and plan your marketing activity

Roger Edwards

Roger helps companies nail their offer, set their goals and plan their marketing activity in a world where business BS and complexity threaten to stifle success. An experienced marketing professional helping businesses with their marketing strategy, content, and social media, Roger clocked up many years in the ‘big corporate’ world as marketing director of several UK financial services brands before getting out of all that and starting his own consultancy. He now uses his expertise to guide his clients in designing engaging marketing, is known as a prolific content creator and podcaster, and as a speaker. He’s the host of the popular and award-winning Marketing and Finance Podcast.