Getting More Value at Trade Shows
Did you know that 79% of all trade show leads aren’t followed up on?
Whether you exhibit once a year or once a month, trade shows can be a great way to market your business. They can also be an expensive venture if you aren’t getting the most value you possibly can from each show you participate in. Here are a few before, during, and after the show tips to help you get more value from your next trade show.Before the show
- Set goals – why are you exhibiting? http://www.skyline.com/skyline.asp?cmd=%21dsp%20tst_objectives
- Develop a market survey
- Analyze your marketing database
- Publicize you’ll be there
- Decide on giveaways or promotional items
- Decide on style of trade show exhibit and ways to attract traffic
- Train your booth staff
- Bring plenty of business cardsHere’s a great checklist from Skyline: http://www.skyline.com/object-dsp/pdf/mkbrochures/N_03.pdf
During the show
- Arrive early to set up
- Have plenty of staff
- Don’t sit at your booth
- Dress the part
- Smile. Be engaging. Make it fun (Most important thing you can do!)
- Acknowledge person’s name in shortly after shaking hands – helps with name retention
- Listen for things you have in common
- Exchange business cards and make notes on back
- Ask how you can help them
- Network with other vendors
After the show
- Review survey responses and prioritize leads
- Enter survey information in database
- Follow up – meet for coffee or lunch
- Measure and examine results
- Get team exhibit feedback
- Use the exhibit in your office
With some focused planning and follow up, your next trade show experience is sure to be a success before, during and after.
Thanks to Rose Slaymaker from the Nemec Marketing Group for the info!
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