Keys to a Successful Trade Show
Keys to a Successful Trade Show
Making your Trade Shows Pay Off
Should we exhibit in trade shows? Should we exhibit in trade shows?
• Cost effective way of closing sales
• Meet your customers and potential customers face to face
• Most attendees are qualified to make or influence decisions
• Cut your expenses and choose your shows carefully
4 Keys to a Successful Trade Show 4 Keys to a Successful Trade Show
• Pick the right shows
• Learn what to do – and do it
• Plan ahead
• Train your staff
Trade show Optimism for 2009 Trade show Optimism for 2009
Define your objectivesDefine your objectives
• New sales orders
• New prospects
• Introduce a new product or service
• Get reacquainted with customers and leads
• Establish or reestablish your company in the marketplace
• Be where your competitors are
Start Planning EarlyStart Planning Early
• Determine: who is your target visitor and what are their hot buttons
• Decide on the ideal message
• Establish a budget
• Plan to do 2 or 3 pre-show and post-show mailings
• Design a lead capture form that allows you to prioritize the leads
Start Planning EarlyStart Planning Early
• Decide on what you’ll want to have in your booth
• Decide how much booth space you’ll need
• Book your space early
• Review show materials thoroughly
• Create a list of tasks and a timeline that includes any deadlines
Pre-Show MarketingPre-Show Marketing
• Invite current and potential customers
• Send free passes or offers of giveaways
• Advertise
• Submit press releases
Don’t Skimp on Your ImageDon’t Skimp on Your Image
• Your image and message are most important
– Use as few words as possible
– Images communicate more quickly and powerfully than words
– Work with a professional display and exhibit company, marketing firm or graphic design firm
Do’s & Don’ts of Effective Booth Staff
Do’s & Don’ts of Effective Booth Staff
• Act professionally
• Do not eat, drink, or chew gum in the booth
• Look good and smell good
• Do not use your phone or Blackberry or converse with
fellow staffers
Do’s & Don’ts of “Working Your Booth”Do’s & Don’ts of “Working Your Booth”
• Stand by the aisle
• Smile
• Have an ice breaker
• Introduce yourself
Working your boothWorking your booth
• Do not sit in your booth
• Do not be behind a table
• Be cognizant of your body language
Working your boothWorking your booth
• Know the company line
• Ask qualifying questions & record the responses
• Don’t load visitor with product information
• Check out your competitors’ displays
Follow Up – Quickly!Follow Up – Quickly!
• Prepare a follow up plan in advance
• Call, email or send within 2 weeks
• Follow up any sent information
• Trade shows are the best way to meet face to face with a large number of prospects and clients
• Use these tips to make your investment pay off
Questions?Questions?
GraphiColor Exhibits DisplaysGraphiColor Exhibits Displays
GraphiColor Exhibits - BannersGraphiColor Exhibits - Banners
Contact: Anita Mitzel
GraphiColor Exhibits
12788 Currie Ct.
Livonia MI 48150
248-347-0271
www.graphicolor.com
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