10 Things to Know as a Trade Show Exhibitor

2,858
-1

Published on

Published in: Business, Technology
0 Comments
2 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
2,858
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
0
Comments
0
Likes
2
Embeds 0
No embeds

No notes for slide

10 Things to Know as a Trade Show Exhibitor

  1. 1. 10 Mistakes You Cannot Make As An Exhibitor Welcome to the Webinar! Presented By: The Business Exchange Corp.The Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips
  2. 2. 10 Mistakes You Cannot Make As An Exhibitor The Business, Franchise & Investment EXPOOct 1st & 2nd, 2011 – QueenElizabeth Building, CNEGrounds, Toronto Michael Hyam The Business Exchange Corp.January 7th & 8th, 2012– The 416-657-4111, ext 230Forum, PNE Grounds, Michael@BusinessExchange.caVancouver
  3. 3. Will you please Like Us on Facebook?Please Like Us on our Facebook Fan page by clicking the icon below Business Franchise & Investment Expo
  4. 4. Do you Tweet on Twitter? Please include: @BusinessExchang in your tweets about this webinarAnd please follow us by clicking the icon below
  5. 5. DON’T WORRY ABOUT NOTE-TAKING! We will send you a PDF of the slides shown during the webinarThe Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips
  6. 6. The Topics We Will Discuss Today The Big Picture: As Exhibitors You Can’t Make These Mistakes 1. Not Defining Why You’re There 2. Not Training The Staff 3. Skimping on Appearance 4. Ignoring Free Media 5. Not Budgeting 6. Falling Flat on Demos 7. Being Quick to Pack Up 8. Not Being Sticky. 9. Not Measuring Results 10. Overloading Too Much Information 11. Not Realizing The Magic of Follow-UpsThe Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips
  7. 7. Mistake # 1 – Not Defining Why You’re There  Write out an objective statement  Have personal expectations  Set a minimum goal for leads Tip :  Choose a number Resource :  Download our free lead sheet template  Print it out and have your sales team use on the trade show floor Focus on: Defining clearly what a qualified lead is for your brand.The Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips
  8. 8. Mistake # 2 – Not Training Staff For Expo’s Listen, Listen, Listen! Focus on:  Training your staff to listen  Practice, practice, practice  Consider role-playing  Take effective notes  Sales homework Tip: Humanize the companyThe Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips
  9. 9. Mistake # 3 – Skimping On Appearance The appearance of the staff: Uniforms Coordinated look Express the brand Be honest Consider accessories Do’s o Smile o Hold a piece of literature at all times o Say “Hello” to everyone walking the aisles o Wear comfortable shoes with “Gel” inserts o Wear standard business attire for your industry o Wear your exhibitor badge o Make good eye contact o Arrive early o Keep your booth neat & tidy o Keep personal items out of sight o Multilingual staff should wear a lapel pin flag representing the languages they speak Focus on visuals: Enlist a professionalThe Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips
  10. 10. Mistake # 3 – Skimping On Appearance Cont’dAdditional Things to Consider as a Checklist BEFORE the show: Poor Lighting Nicks & Dents Poor Quality vs. Crisp Overcrowded Clean & SimpleTip:Consider a Helper
  11. 11. Mistake # 4 - Ignoring Free Media Social Media  Giveaways and Contests  Photos and Videos Question: What do over 70% of attendees know before getting to the show? Tip: Before, During, and Even After the event LEVERAGE You Tube, Facebook, and Twitter Resource: Invitation Template for Email Focus on the Future: “It’s Coming!”The Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips
  12. 12. Mistake # 5 – Not Budgeting An invaluable trade show tool Unforeseen expenses Tip: Budget for staff rewards Resource: Our Budget Template for the BFI Expo Focus: On saving money where you can Book early The Newest Trend For Savers Daily Deal Sites Deals For Biz is the only daily deal site for entrepreneurs in the GTA Save 50%-90% on business related products and servicesThe Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips
  13. 13. Mistake # 6 – Falling Flat On Demos Offer interactive options Demonstrate your value Tip: Wow-ing With The Power of Demos Focus: On Service A huge investment in your brand Preemptively reassure Continue to promote existing assistance Successful demos have all of these 4 elements in common: • Prove your brand will work for them • Interaction and Motion • Practice • Design & TechnologyThe Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips
  14. 14. Mistake # 7 – Being Quick To Pack Up Focus On: Taking advantage of networking opportunities around the show Building rapport Being natural Tip: Don’t Focus on Sales Profiling Additionally don’t ignore the “just-lookers” Have Pow-wows: • Daily debrief session • 15 minutes after the show • Gather and shareThe Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips
  15. 15. Mistake # 7 – Being Quick To Pack Up Cont’d How to End a Conversation with an Unqualified Lead 1. "Im glad we had this opportunity to talk today...” 2. "Ive taken enough of your time today...” 3. "Based on the information shared today, we cant help you, but heres our website if you need us in the future” 4. "Thanks for dropping by...”The Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips
  16. 16. Mistake # 8 – Not Being Memorable & Sticky • 7 out of 10 people Can recall the name of the company with a giveaway • Get inside their head and spaceQuestion:What is the highest retained item in the industry with the greatest return oninvestment and costs per impression?Ensure your logo is always on the itemTip:The newest trend - paperless cardsThe Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips
  17. 17. Mistake # 9 – Not Reviewing & Measuring Results  Management Programs  Hold account reps responsible  Progress report Tip: Hire a Temp / Intern for the Day Focus: On Saving Time • Database entry as quickly as possible • Follow-ups without disorganization • Take detailed notes • Record function on phoneThe Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips
  18. 18. Mistake # 10 – Overloading Information Destination: Trash Avoid the glazed look Greet & Engage Avoid insincere questions like “How are you? Here are some good examples: • Are you looking to buy a business in this industry (name your industry)? • How long have you been looking to purchase a business? • Are you familiar with ABC Company? • What type of business are you looking to buy? Tip : Bring laminated copies labeled SAMPLE Have hand-written notes ready to go Focus : On being cost-effectiveThe Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips
  19. 19. Lead Management & The Magic of Follow-upsA follow up system • “Hot” Leads • “Follow-up” managerFocus:Establish lead organizationTips that will kick you up a notch over the competitors: • Ask for a project timeline • Pencil in date to meet again • Contact within 24 hours is a mustOther Follow Up Measures:A newsletter once a monthDo send a thank youRemember, if you don’t follow up, your competitors willThe Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips
  20. 20. The Business Exchange MagazineLooking to Expand Your Franchise or Business Opportunities System in Ontario & BC? Advertise in The Business Exchange Magazine Ontario Edition BC Edition
  21. 21. DealsForBiz.com Register Now to Receive Daily DealsThe Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips
  22. 22. Franchise Directory & Business Opportunities Directory Franchise Directory Business Opportunities DirectoryThe Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips
  23. 23. The Business Franchise & Investment Expo 2011The Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips
  24. 24. Thank You For Your Time If you have any further questions regarding exhibiting, please contact Michael Hyam 416.657.4111 ext. 230The Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips
  25. 25. Resources & DownloadsThe Business Franchise & Investment Expo Toronto 2011 – Trade Show Tips

×