To continue exploring what can take you over the top for trade show participation, a good topic to land on is giveaways. The right giveaway is a hook all on its own, and will stand out in the mind of your potential customers – sometimes more than your pitch will. What you give to people needs to embody the spirit of your product and pitch, in a nutshell. It needs to add actual value to your audience regardless of whether they buy from you straightaway or not. If it is something that adds value, then that “freebie” is your continual spokesperson, telling your story over and over with each use. This doesn’t mean getting your company name or brand screen printed on a pen – get creative. Now isn’t the time to be mundane. Now is the time to stand out and be counted as memorable for a good reason. Continue reading
No matter what type of business you have, from a storefront to a virtual franchise, you can benefit from exposure at trade shows. Not only do you have the opportunity to get in front of a new audience that was previously unconnected to you and your products, you can network with others in the industry. These are all stepping stones for you and your business, and walking where they take you is essential to good growth.
There are a couple of tips that can make you more successful when you set up at trade shows. The first suggestion is to work on your booth display. If you’re new to this, go to some shows and see what works and what doesn’t. When you see what works, determine why it works better than those around it. It could be the display itself – colorful, dynamic, multi-media – or it could be placement of elements that creates a natural flow allowing participants to move through without getting “stuck”. Continue reading
Advances in technology are apparent in all industries, even in the trade show business. Advanced technology has given companies the ability to capture and retain the attention of customers across many different demographics. Some would even venture to say that its technology that brings us all together. In order to set their trade show booths out from all of the others on the floor at any given event, exhibitors are turning more and more to technology to give their booths some glitz and panache in order to bring potential customers in. Here are a few things that are currently hot right now in the trade show world.
Long gone are the square boxes of the trade show booths of old. Today’s trade show booths are sleek and full of curves and architectural details. Many exhibitors will lay wooden floors over the concrete facility floors in order to add a touch of sophistication and warmth to their displays. Continue reading
Trade shows provide companies a unique opportunity to connect with their targeted consumers and provide them with a unique, interactive experience with new products that can make or break their revenues for the year. The key to the success of any company’s trade show experience is to attract the customers who will serve as the mouthpiece for their company. In order to do this, you have to create a trade show booth that will capture their attention. There are several emerging trends that promise to increase your face to face interactions with your target audience members. So, what elements should you be incorporating into your trade show booth this year? Continue reading
Getting the trade show style of marketing down pat is one of the biggest plugs for your message and your brand that you could ever imagine. When you are able to set up a display that creatively speaks to who you are and what you offer, you are giving people who are visual something to grab onto. They get a physical experience instead of just hearing or reading about something. It is a much more powerful experience than you could imagine.
So you might wonder what some of the things you could do might be to grab people’s attention. The answer to this question of all questions is simple – find out what the people in the area are wanting and then try to give them that within the context of your product or service. Is it health? Is it wealth? Are they more conservative, or are they more free-spirited? You can get some great ideas at www.brandwatch.com. Continue reading
What Does it Takes to Make Your Trade Show Participation a Success and Reap Maximum Benefits?
A trade show should be an integral part of a long-term marketing strategy and not just a one-day affair. Therefore to maximize the returns on your trade show participation both long-term planning and deft execution are required before, during and after the show.
Every step is crucial to the success of a trade show. Starting with selecting the right event, next securing the right tradeshow display booth to attract and impress the crowd. What’s your plan for starting conversations? What does your planned presentation include? How will you get contact details on visitors to follow up with after the show? What is your follow-up strategy and what will it include? How will you measure success? Successful shows are experienced when these questions are carefully contemplated and you prepare accordingly.
Many businesses including small and medium enterprises have successfully converted leads generated at trade shows into sales! Their success has been a result of the combined efforts right from the word go! With proper planning and execution, you too can achieve success from your trade show participation as exemplified by Rob in the following story.
Trade Shows Offer a Great Start to a Better Sales Process
Rob is true success story. He runs a home repair and renovation firm in Virginia and he is a regular at all the local home shows and trade show events. He says, “I am able to connect over 75% of my business from the leads generated at trade shows; but not without persistence and patience.” He further adds, “It sometimes takes a year or longer to close some jobs.” The lesson here is to remember that the end of the trade show day is just the beginning of your actual marketing efforts. Post event follow-ups is what leads to closing sales.
Rob would patiently wait and follow up often over the phone, via emails and direct mail pieces to drive his brand. Whenever there was a communication from the prospects he followed-up immediately. “It is important to show your prospects that you value their business”, Rob was a master at the follow-up, as he continues, “you need to be ready with all the marketing collateral to hand to visitors and with a feedback form to collect prospects contact details when necessary.”
“Trade shows offer a great platform to generate leads and eventually close new sales”, says Rob; they give him a chance to, “meet prospects face-to-face and impress them.” He makes sure that, “the prospects get to see examples of my past work, using a big LCD screen fixed at our booth.” Rob says he is able to, “display photo shots taken before and after on the homes of previous clients.”
Rob believes it is important to use time and resources wisely in planning a great booth presentation. He uses all types of electronic gadgets, printed materials and handouts to impress clients. He also says, “I make sure to collect the contact details of every serious visitor at my booth.” He continues, “Time management is crucial too, as there is a limited amount of time and a large group to sift through. I have learned how ask direct questions that enable me to draw conclusions on visitors in a very short period of time to determine if there is genuine interest, then I move quickly to direct them to right person or the right process for follow-up.”
Making Exhibitions Work for Your Business, too!
Rob has been getting results that seem nothing short of a miracle, but what he has been doing is not miraculous. Rob uses simple logic, common sense, patience and perseverance to succeed. You too can follow Rob’s model of trade show marketing and deliver similar results for your business. The final take-away from Rob is, “It is important to plan your trade show strategy as a long-term marketing initiative not as a one-off affair.”
Creating a lasting impression on visitors is a key component to success at any trade show. Since your competitors are likely to invest in making a great impression too, you don’t want to come up short and end up look unprofessional. Using strong creative skills to create a unique and unforgettable experience is strongly recommended.
A strong first impression and subsequent interactions will increase the effectiveness at generating a positive experience with visitors. Actively engaging visitors helps you to define your expertise in an environment where that is critical to success. The following story provides some great insights and hopefully will trigger some creativity ideas for your own show.
Part of any good marketing plan should have some exposure for trade shows. These events are some of the most under-utilized lead generators in the country. If you haven’t added them to your overall marketing plan so far, you need to seriously think about doing so.
Putting your brand out there on the floor with other like-minded businesses ups your game. You are compelled to compete in a way to get your message and brand to stand out from the crowd. This gets the creative juices going and makes things more edgy for your whole operation.
When you’ve got to pull together a booth that speaks the message you want to get out there, you are thinking about what you stand for – what your brand truly represents. You might be eclectic or conservative. You might be free spirited or really cutting edge. No matter what your style, you need to hone that style so it speaks to people in the way you want your brand to be remembered. You have one chance to make a first impression for those who’ve not come across your business before, so you’ve got to really think ahead. Continue reading
Leverage the power of Trade Shows for Improved Lead Generation and to Promote New Business
Are Trade Shows Part of Your Marketing Mix?
Is Your Marketing Strategy Leveraging the Power of Trade Shows?
Mike, founder of a New Haven based start-up, always used online marketing methods to promote his marketing services. As a digital marketing professional he was able to exploit the power of this medium in finding great success. Riding high on the success of the past few years, Mike now set his aim to take his business to even greater heights and double his revenues by finding more clients via a trade show.
As we continue to look at how trade shows can benefit your business, we have covered the whys (pulls in large numbers of prospects in short period of time) and started on the hows (pre-marketing push, location, and make it attractive). Next subject for discussion is making your trade show booth approachable.
This concept of being approachable builds off of where the booth is located and how it looks. Make sure that the booth has good entry and exit paths and that there is flow through the display so bottle necks are less likely to cause distress to your visitors. Ensure that you have a variety of media on display for the different people who will be coming through – flyers and brochures for the more traditional and a tablet or TV screen display for the more techie folks coming through. Lastly, approachable can be made or broken with the booth staff. If they don’t have a warm smile and inviting manner, people will begin to avoid your display and that spreads like wildfire. Make sure you staff the booth with patient and pleasant people who can answer some basic questions and take contact info for later to deal with the more complicated Q&A. Continue reading