What kind of business are you in? Do you sell software? Cars? Manage a luxury hotel? None of that really matters. When you exhibit at a trade show, you become a card-carrying member of the IDEA industry.
Social Media Sites Top Social Media Sites: www.Youtube.com www.twitter.com www.flickr.com www.digg.com www.facebook.com www.squidoo.com www.myspace.com www.linkedin.com www.digit.com www.wordpress.com www.hootsuite.com
Marketing Strategy • e-Communications • Company web site • Promotions • Webinars/Seminars • Sales leads • Recognition
Marketing Strategy • Remind exhibitors that trade shows drive sales for tomorrow • Tradeshow Week survey revealed that 41% of exhibitors reported the bulk of their show related sales more than a year after the event Current Clients
Marketing Strategy Use CEIR Research reports to encourage continued participation in events • 82% of exhibition attendees have buying influence • 33% of attendees do not attend any other exhibition • 33% have not attended the same event the previous Year • 77% of attendees represent a new prospect for exhibiting companies Current Clients
Marketing Strategy Prospects on Your Database • Longer term prospects represent up to 3x more sales opportunities • 50% of leads require nurturing • House list is the most responsive
Zone One: Common Interest *Recognizable images *Humor and whit *Instant solution to a buying problem Zone Two: Potential Interest *Signs with more detail *Draws, demonstrations, videos *Catalogs, brochures, giveaways Zone Three: Genuine Interest *Signs with even more information used in presentations *One-on-one presentations, in-booth seminars Attendees absorb less than 10% of information coming at them while walking down the exhibit aisle. Know Your Zones
Six types of show attendants to know and identify:
1) Edgar Done 2) Emma Hope 3) Alley McMate 4) Anita Job 5) Jay No-Way 6) Moe Lassis Four Stage Booth Process Will Change Accordingly 1. Ice Breaker 2. Information Gathering 3. Presentation 4. Disengagement
93% of peoples' impressions of others are not directly related to what they say but how they say it. Birds of a Feather… The best staffers communicate in the prospect's style, not their own. Understanding different personality types: To be successful at shows, you must understand and recognize the personality type of the person you are talking to. Your goal is to determine their personality type so you can talk to them based on how they receive information. Each person has a primary personality type (80%) , and a secondary personality type (20%) . The goal is to determine their primary personality type within the first 60 seconds. Each person’s personality type can be recognized based upon how they act, dress, speak and move. We must know our own personality type to communicate successfully.
“ People will forget what you said , people will forget what you did , but people will never forget how you made them feel .” -- Maya Angelou
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