Tips for Marketing at the Expo and Beyond

Get more than just exposure at your trade show. Get sales!

February 22, 2011

Presented by Patricia Bladow

Walworth County Sales Manager

CSI Media, LLC

Why exhibit? What’s exciting? Concerns? Past experience?

Trade Show Marketing

Before the show Why are you exhibiting? Planning and invitations

During the show Meet prospective, current and past clients

After the show Follow up

Agenda

Return on investment

Close Deals & Sell More Product

Remain “Top of Mind” for Prospects and Existing Customers

Make High Quality Connections

ROI

Have a promotional plan. Send out as many personal invitations as

possible Make new friends, but keep the old. In terms of profit, an established customer is worth

from five to seven times what a new customer is worth.

Use all available channels to inform customers of your participation

Prepare ahead for effective participation.

Before the show

Before the show

Keep a high profile during the show. Record leads Have a compelling one-line statement to begin

discussion. Social media during the show

Moving into the show Speakers Don’t miss the exhibits Seminars, seminars, seminars Special guests Location highlights

During the show

Follow up 80% of exhibitors make no attempts to follow up on

leads from trade shows. 95% of customers who perceive service to be

immediate will do business with you again.

Out of sight doesn’t have to be out of mind. Maintain the connections you make at trade shows with targeted emails, Twitter, LinkedIn, and other social media.

After the show

Plan for success Work for success Follow up for success

www.thetradeshowcoach.com (articles by Susan Friedmann) www.marketing.about.com, (search trade show marketing) www.marketingtoday.com/shows/index.htm www.exhibitoronline.com www.trade-show-guide.com