keys to a successful trade show rev 7 10
DESCRIPTION
In spite of our current difficult economic times, exhibiting in trade shows continues to be a valuable activity for many firms. Trade Shows offer opportunities to generate leads, increase visibility and interact with customers and qualified buyers. With marketing dollars harder to come by, it is more important than ever to maximize your Return on Investment.Anita Mitzel will share her keys to having a successful exhibiting experience. Her presentation will outline where to put your time, money and efforts to produce the best results and achieve your exhibiting goals.TRANSCRIPT
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
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