secrets for trade show success pp 2 12 10
DESCRIPTION
Trade shows can be fun and productive. They can also be labor intensive, exhausting and a big waste of time. Here's a check list to insure your success!TRANSCRIPT
How to live through a trade show and actually make it productive
Victoria GarciaMarketing Impressions
619-497-0430www.marketing-impressions.com
Cement existing client relationships. Conduct business meetings. Identify and recruit new
distributors/dealers/representatives/employees.
Educate your audience regarding your products and/or services.
Obtain press/media coverage. Competitive and market research. Attend educational sessions.
StrategicMeasurableAttainableReasonableTimely
New product launch A representative sampling
Exhibit Tips: Use high-impact graphics that
highlight the attendee “WIIFM” Use color, light and movement Keep your exhibit open and inviting Use presentations, demos,
entertainment, and a well-trained staff to convey your message.
3 Kinds of Attendees
Education Seeker The Reinforcement Visitor The Solution Seeker
From research by Dr. Alan Konopacki
Do Pre-Show Promotions Good Engaging Skills Contest or other Promotion Product Interest Company Recognition Booth Design
With “Boothmanship”? Successful communication with
attendees, (verbal and non-verbal)
Focus on being remembered for your communication skills.
It takes only 7 seconds, (max.), to make a first impression – good or bad!
55% of communication at a trade show is non-verbal.
86% of what an attendee will remember about your exhibit relates to the booth staff’s performance, actions and comments.
What one message should your exhibit communicate in 5 seconds?
Formulate probing questions Qualify your prospects needs Ask open-ended questions Relate these questions to your
industry, product/service and the benefits of these to your attendee
We forget 50% of what we hear less than 1 minute after we hear it
Use a system, (A=Hot, B=Warm, C=Cold), to quickly code cards for after-show follow-up.
How close do you want to be to your competition?
Where are refreshments served? What are the entrance traffic
flows? Is there storage space? Are there lighting issues?
Make Sure Your Website I is in Good Order
Send Out “Come See Us at Booth X” Invitations
Develop Your Show “Special” Offer
Purchase A Business Card Scanner
Go To www.tinyurl.com/hu9pr * And Set Up A Free Trial Constant Contact Account (good for 60 days)
or, even better…I’ll set it up or, even better…I’ll set it up for you!for you!
Find Out What You Can Get From The Show Producers
Volunteer to Help
Don’t Act Hungry
Don’t Expect to Get Instant Business
Set Appropriate, Realistic Goals
Collect Every Business Card You Can Get Your Hands On
Take Notes on the Business Cards You Do Collect
Look for Potential Relationships with Other Vendors
Build a Relationship with the Show Producers
Scan the Show Program for Opportunities
Check Out The Workshops
1 Day Later Add New Contacts To Your Database
2 Days Later Do Your Homework
3 Days Later – Personal Follow Up