Tradeshows –Tradeshows –Maximizing Your Time Maximizing Your Time

and Resultsand Results

Maximizing a Trade ShowMaximizing a Trade Show

Have a PlanHave a Plan Develop a pre-show planDevelop a pre-show plan

Who will be at the show?Who will be at the show? List of current or previous List of current or previous

attendees and visitorsattendees and visitors Plan a pre-show contact plan by Plan a pre-show contact plan by

email, personal calls, develop a email, personal calls, develop a promotional plan.promotional plan.

Create/develop materials if needed Create/develop materials if needed for pre-show mailing or e-mail, for pre-show mailing or e-mail, hand outs at the show, and after hand outs at the show, and after show follow up materials to be show follow up materials to be customized. customized.

Maximizing a Trade Show Maximizing a Trade Show Have a Plan Have a Plan

Who are you going to meet?Who are you going to meet? Set up appointments in advance Set up appointments in advance What is your “positioning statement” What is your “positioning statement”

15 words or less to introduce 15 words or less to introduce yourself, company and product.yourself, company and product.

What is your under five minute What is your under five minute “elevator speech” - it’s memorable “elevator speech” - it’s memorable about you and your company.about you and your company.

Maximizing a Trade Show Maximizing a Trade Show Have a PlanHave a Plan

Who are you going to meet?Who are you going to meet? Target your prospects and map their Target your prospects and map their

location. location. Have a system to cover the floor Have a system to cover the floor

meeting new vendors while making meeting new vendors while making sure you meet with your targeted sure you meet with your targeted prospectsprospects

Practice what you are going to say – Practice what you are going to say – “Practice always makes the perfect “Practice always makes the perfect sales pitch” - a conversational sales sales pitch” - a conversational sales approach.approach.

Maximizing Trade Show TimeMaximizing Trade Show Time Have a Plan Have a Plan

How will you follow up?How will you follow up? Make it easy for people to find you againMake it easy for people to find you again Notes on the back of business cards, and Notes on the back of business cards, and

suggested dates to provide the follow on suggested dates to provide the follow on information or phone call.information or phone call.

Seminars at the show? Upcoming trade Seminars at the show? Upcoming trade events? Other industry news or events? Other industry news or knowledge? A place you might meet knowledge? A place you might meet again.again.

Is there a specific way to follow up with Is there a specific way to follow up with this person? Email? Phone? Other?this person? Email? Phone? Other?

Maximizing a Trade Show Maximizing a Trade Show

Have a solid after show follow Have a solid after show follow up planup plan

Make time on the way home or Make time on the way home or first day back in the office to first day back in the office to organize the follow up. organize the follow up.

Smart phones and tablets can Smart phones and tablets can simplify this process simplify this process

Trade Show TipsTrade Show Tips

Plan to attend networking events. It is a Plan to attend networking events. It is a way to make new contacts and talk to way to make new contacts and talk to people you have been trying to do business people you have been trying to do business with.with.

Attend seminars at the show when Attend seminars at the show when possible, it may illustrate a new market or possible, it may illustrate a new market or way to position your productsway to position your products

If traveling to a trade show or even riding a If traveling to a trade show or even riding a shuttle, do not sit with your colleagues. Sit shuttle, do not sit with your colleagues. Sit with strangers and learn about their with strangers and learn about their business, some might be future customersbusiness, some might be future customers

Trade Show TipsTrade Show Tips

Put a QR Code on your business card Put a QR Code on your business card and materials to help prospects find and materials to help prospects find you more quickly during and after the you more quickly during and after the show. show.

Here is a website to get your free QR Code:  http://qrcode.kaywa.com/

Trade Show TipsTrade Show Tips

Know the amount of traffic Know the amount of traffic expected at the trade show, plan expected at the trade show, plan your day to be at prospect your day to be at prospect booths in the quieter timesbooths in the quieter times

Know the audience and dress Know the audience and dress accordingly (Suits? To Khaki’s?)accordingly (Suits? To Khaki’s?)

Use technology to increase Use technology to increase efficiency. Download when you efficiency. Download when you can. can.

Trade Show TipsTrade Show Tips

Determine how to differentiate Determine how to differentiate yourself and your product. “People yourself and your product. “People buy the idea of you, before they buy the idea of you, before they consider buying your product”consider buying your product”

Trade Shows can be tax deductible, Trade Shows can be tax deductible, another good reason to track resultsanother good reason to track results

Carry your business cards in one Carry your business cards in one pocket, the ones you receive in pocket, the ones you receive in another. Cards are not mixed up and another. Cards are not mixed up and you avoid giving out the wrong one.you avoid giving out the wrong one.

Maximizing A Trade ShowMaximizing A Trade Show

Track Your ProgressTrack Your Progress- How will you define/know that you How will you define/know that you

have been successfulhave been successful- Contact management system?Contact management system?

- Plan ahead to track who you talk - Plan ahead to track who you talk with and what you learnwith and what you learn

- Keep a log/or tracking of contact- Keep a log/or tracking of contact

- Schedule each follow up, then be - Schedule each follow up, then be sure to do it.sure to do it.

Thank you!Thank you!Questions??Questions??

Ellie Chambers-Grady Ellie Chambers-Grady City of LakewoodCity of Lakewood

Economic Dev Mgr Economic Dev Mgr 253-983-7834 253-983-7834

Echambers@cityoflakewood.usEchambers@cityoflakewood.us