How to Pitch Your Product at Events - Turning Booth Traffic Into Real Momentum

There’s nothing like standing at a trade show or event with your product in hand, watching people walk by. Some stop. Some glance. Some pretend they didn’t see you. It’s humbling-but it’s also your shot.

When I first pitched Frescolive at live events, I had no team, no fancy display, no pitch coach. Just a product, a story, and a willingness to talk to anyone who’d listen.

Here’s what I learned about making those moments count.

1. Lead with the Problem, Not the Product

People don’t care what your product is. They care what it fixes. When someone walks up, don’t start with features-start with frustration. For Frescolive, I’d open with:

“You ever worked behind a bar and dealt with a soggy, leaking garnish tray?”

Nine out of ten times, I’d get a knowing nod. Boom. Now they’re listening.

2. Have a 10-Second Hook Ready

Events are noisy. You have about ten seconds to stop someone in their tracks. Nail your hook.

“Frescolive is the first garnish container that’s leak-proof, event-ready, and bartender-designed.”

Short. Punchy. Value-first.

3. Let Them Hold It

Put the product in their hands. Let them open it, feel the seal, imagine it on their bar. Touch builds trust-and curiosity.

Then say something like:

“It’s designed to make service faster and presentation cleaner. Plus, it stacks. And it’s dishwasher safe.”

Now you’ve connected the dots between form and function.

4. Tell the Origin Story-Briefly

Once they’re interested, hit them with the why.

“I was a bartender for years. Got tired of the mess, so I built the fix. Took me years, but now we’re here.”

Keep it human. Keep it humble. Founder-led stories cut through the noise.

5. Have a Next Step Ready

Don’t just collect compliments-collect contacts.

• Scan their badge.

• Get an email.

• Offer a show-only deal.

• Put a sample in their hand if you can.

And say, “Want to see it in action? I’ll send you a demo link after the show.”

Event pitching isn’t about being slick. It’s about being real, fast, and focused. The goal isn’t to sell everyone-it’s to connect with the right ones.

Your product already solves a problem. Your job at an event is to help people see that, in 60 seconds or less.