1. EXHIBITOR DAY
Simon Naudi
CEO
Answers Training International Ltd

2. Agenda
•Before
•During
•After
•Questions

3. Visitor’s Perception
FIRST IMPRESSIONS COUNT!

4. +
-

5. First Impressions
YOU HAVE 12 SECONDS TO
INFLUENCE YOUR VISITORS’
FIRST IMPRESSION !!

6. Visitor’s Perception
Choice
Confusing
Want to be there

7. OBJECTIVES
 OBJECTIVES
 VISITORS
 ROLE

12. Common Objectives
Why are you here?
- ‘cause it’s my turn!
- Murphy was ill!
- To network into a stupor!
- Dunno?!

13. Common Objectives
What is your objective?
- “to survive”!
- “to give away brochures”

14. OBJECTIVES
What are your objectives
when exhibiting?

15. OBJECTIVES
 LAUNCH IDEAS / SHOW NEW RANGE
 TEST MARKET
 PROMOTE IMAGE
 ASSESS COMPETITION
MEET SPECIFIC BUYERS

16. REAL OBJECTIVES
 12 LEADS FOR FOLLOW UP




3 DIRECT SALES
LOGGING 25 ENQUIRIES
18 APPOINTMENTS
GENERATE PUBLICITY

17. In Summary
Agree Objectives
Clarify & Refine Objectives
Communicate them!

19. VISITOR RESEARCH
1. What’s NEW / Latest
2. Solutions to existing problems
1. Being Sold to
2. Not knowing answers to visitor questions

20. KEY
INFLUENCE VISITORS AND IDENTIFY
POTENTIAL

21. Mechanics
UNIFORMS
CLEAN & TIDY
FUNCTIONAL
GIMMICKS
BROCHURES

23. QUESTIONS
How familiar are you with our . . .
What plans are you currently . . .
How do you currently select . . .
When would you be looking to . . .
Where do you intend to apply our . . .

25. Remember
Activity over the days of
the show equates to only
a small % of your total
results

26. FOLLOW UP

27. FOLLOW UP
 Name, Address, Tel No:
 Date for Follow Up
 Buying Process/Plan
 Budget Limits
 Competitors under Consideration
 Special Features
 Rating – Hot, Warm or Icy!

28. In Summary
Agree Objectives
Utilise PR / e- Mail & Up Front Prep
Identify Prospects/Buyers
Encourage them onto your stand
Capture Details
Follow Up

31. QUESTIONS?
For further tips on exhibiting or for a training menu visit
answers-group.com
or
answerstraining.com
Tel: +44 (0)1252 845500