Are you exhibiting at Norfolk Chamber B2B this autumn - or some other show? Make sure you get the most you can out of exhibiting with these top tips on how to create a pre-show strategy for success and making follow-ups much more effective.

2. Be Better at Exhibiting
How to Succeed at
Exhibiting at a Trade Show
Business Development Training
Workshop

3. Ermine Amies
@Ermine_Sandler
01485 525220
www.anglia.sandler.com

4. What’s good and bad about
Exhibitions?

7. Objectives
Make sure you agree individual targets for staff
attending, tailored to their skills and
knowledge, for preparation, on site and follow
up. What gets measured gets done.
Involve staff in the planning process.

8. What’s In That Fishbowl?

9. What’s In That Fishbowl?
Use your stand promotions to
qualify and develop business
opportunities.
Don’t be an also ran with spa
vouchers if you aren’t in the spa
business.

11. What’s your Post Show Strategy?
SECRET WINNING TACTIC #1: Plan it before you
go. Book out time for appointments.
Write the drafts. Prepare the process. Develop
the full nurture campaign. Diarise the follow up
to the follow-up.
Don’t make it up afterwards. Do all this BEFORE
you even go to the show!

12. Quick - Qualify & DisQualify
SECRET WINNING TACTIC # 2:
What are you LOOKING at?
Ask for a business card and write
down answers to your questions…

13. Your Visitor is “Qualified”…Now
What?
• SECRET WINNING TACTIC #3: Agree next
specific steps with your prospect while s/he
is on the stand.

14. Your Visitor is “Qualified”…Now
What?
• SECRET WINNING TACTIC #3: Agree next
specific steps with your prospect while s/he
is on the stand.
• SECRET WINNING TACTIC #4: Print out your
diary. Take some index cards or comp slips
and write down the appointment and hand it
to them, if they are relying on memory.

15. Inspect What You Expect
• Make a up front contract.
SECRET WINNING TACTIC #5: make it OK for
them to say NO!

16. 5 SECRET WINNING TACTICS FOR SUCCESS AT
TRADE SHOWS AND EXHIBITIONS:
1. Plan it before you go. Book out time for
appointments. Do the prep BEFORE you go.
Measure what matters.
2. Qualify quickly. What are you LOOKING at?
3. Agree next specific steps with your prospect
while s/he is on the stand.
4. Print out your diary. Take some index cards
and write down the appointment.
5. Make it OK for them to say NO!

17. • Lessons Learned:
–Start doing
–Stop Doing
Referrals?
Speaker?

18. Ermine Amies
@Ermine_Sandler
01485 525220
www.anglia.sandler.com