Maximize Your Exhibition Value

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Learn how to make the most out of exhibition participation

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Maximize Your Exhibition Value

  1. 1. Maximizing Exhibition Participation Value: Making The Most Out Of It Your Marketing Perspective Irit Porat Refaela Segdan
  2. 2. The most expensive marketing activity in your budget: 30%-40% of the total marketing budget Event participation… … It’s very expensive
  3. 3. Before the show During the show After the show Make the most out of it !
  4. 4. Is it the right show for me ? Is it focused on my industry ? Who are the attendees ? Is it the best value for my money ? Know where you are heading…
  5. 5. Everything should be goal-driven Booth staff ,stand location, design and marketing activities – all should reflect your goals
  6. 6. Set specific and measurable goals before the show Image development Product launch Lead generation Signing x new distributors Finding x new integrators Meeting x target customers General goals Measurable goals
  7. 7. Promote your event participation Homepage banners, invitations, email signatures, packaging stickers… Approach the media - earn free exposure, interest and free leads
  8. 8. Schedule meetings before the show Make sure targeted customers represent the major part of your visitors Set categorized and prioritized customer lists
  9. 9. Booth staff: “The people make the stand” Visitors have minimum time and many options – learn the ways to raise their interest Prepare the booth staff with synchronized targets, messages and roles
  10. 10. Maintain an “inviting” body language <ul><li>Do's </li></ul><ul><ul><li>Smile </li></ul></ul><ul><ul><li>Keep eye contact </li></ul></ul><ul><ul><li>Ask open questions </li></ul></ul><ul><li>Don’ts </li></ul><ul><ul><li>Be busy or occupied (with reading or chatting) </li></ul></ul><ul><ul><li>Turn your back to the aisle </li></ul></ul><ul><ul><li>Stand with your arms crossed </li></ul></ul>
  11. 11. Stay focused during the show Make sure you spend the right amount of time and effort with the right people Prioritize target customers and scheduled meetings Qualify leads
  12. 12. It is all about quality … It is not about quantity … Leads …
  13. 13. Do not forget the media Invite media editors and visit their booths Provide professional press kits
  14. 14. After the show : It is not over yet … Measure success against your specific goals Follow up on qualified leads Follow up on media editors and journalists
  15. 15. Perspectives Leveraging your technology assets into marketing presence
  16. 16. Want to learn more ? [email_address] [email_address]

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