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How to drive more sales from your next event or trade show
 

How to drive more sales from your next event or trade show

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Presentation deck from May 26, 2011 Webinar with the Puget Sound Business Journal

Presentation deck from May 26, 2011 Webinar with the Puget Sound Business Journal

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  • Look through attendee list Or guess from association membership Offer time to sit down, make it value-add, make it short Start at booth (maybe), but meet elsewhere Offers – iPad for 30 minutes? What’s the meeting worth to you?

How to drive more sales from your next event or trade show How to drive more sales from your next event or trade show Presentation Transcript

  • How To Drive More Sales From Your Next Event or Trade Show Matt Heinz President, Heinz Marketing Inc [email_address] @heinzmarketing
    • Washington State Convention Center
    • October 26th, 2011
    • 8:00 am – 6:00 pm
    More information at www.psbjexpo.com
    • Key Features:
      • Business-to-business tradeshow
      • Keynote luncheon with panel discussion:
      • Secrets of the Fastest Growing Companies
      • Four breakout seminars with expert speakers
      • Continental Breakfast
      • Networking After Hours
  • Agenda
    • Establishing goals and ROI
    • Pre-show strategy & tactics
    • Booth best & worst practices
    • Post-show follow-up
    • Several specific examples
    • Q&A
  • Goals & ROI
    • Define clearly what success looks like
    • Triage the slippery slope of ideas
    • Establish immediate and long-term goals
    • Templatize a post-event ROI report
  • Strategy before the show
    • Pre-show expectations
    • Establish & estimate required ROI
    • Pre-show buzz and appointments
    • Prospect approach strategy
    • After-show follow-up plan
    • Long-term conversion tracking
  • Tactics before the show
    • Attendee list
    • Customer invites
    • Why prioritize your booth?
    • Joint offers w other exhibitors
    • Booth staff expectations & training
  • Booth Best Practices
    • Make eye contact & say hello
    • Script the first five seconds
    • State your benefits in bold letters
    • Move longer conversations out of traffic
    • Value-added giveaways
  • Booth Bad Practices
    • Scanning badges without context
    • Failing to qualify
    • Scanning for something better
    • Ignoring loiterers
    • Checking your email
    • Bragging about your hangover
  • Appointment Setting
    • Targets
    • Offers
    • Location
    • Follow up
  • Booth Staff Training
    • Pre-event briefing
    • Clear roles
    • Morning briefings
    • Incentive programs
    • Secret shopping
  • Booth Traffic
    • Giveaways
    • Bring a friend
    • Off-booth traffic drivers
  • Show Follow-up
    • Business card triage
    • Thank you notes
    • Speed
    • Timing
    • Consistency
  • Other Considerations
    • Know your audience
    • Know the show rules
    • Learn from other exhibitors
    • Conduct & publish a postmortem
  • Questions?
  • Washington State Convention Center October 26th, 2011 8:00 am – 6:00 pm More information at www.psbjexpo.com
    • Key Features:
      • Business-to-business tradeshow
      • Keynote luncheon with panel discussion:
      • Secrets of the Fastest Growing Companies
      • Four breakout seminars with expert speakers
      • Continental Breakfast
      • Networking After Hours
  • More information at www.psbjexpo.com Early Bird Discount: ENDS TOMORROW Reserve your space today! Discounts disappear after Friday, May 27 th
    • Be an Exhibitor!
    • Standard Exhibitor Package: $600
    • 6-ft display table
    • Two subscriptions to PSBJ
    • $725
    • Premium Exhibitor Package: $825
    • 6-ft display table
    • Two subscriptions to PSBJ
    • Business card-sized advertisement in the EXPO show guide. Distribution in the October 14 th issue AND the at the EXPO.
    Be a Sponsor! $17,000 Platinum Sponsor: $18,000 Includes a full page color ad, exposure through marketing, multiple speaking opportunities, 10 tickets to the event, 5 tickets to lunch, and more $14,000 Gold Sponsor: $15,000 Includes a full page color ad, exposure through marketing, speaking opportunity, 20 tickets to the event, 10 tickets to lunch, and more $ 4,000 Silver Sponsor: $ 5,000 Includes a 3/8-page color ad, exposure through marketing, 5 tickets to the event and more
    • Kristin Kruger
    • Marketing & Events Coordinator
    • 206.876.5457
    • [email_address]
    More information at www.psbjexpo.com To reserve your exhibitor booth or sponsorship, contact: Early Bird Deadline: Friday, May 27th