2. WHAT IS AN EXHIBITION?
Anywhere that you physically present your company
and your products and services, usually amongst your
competitors
3. WHY SHOULD YOU EXHIBIT?
To find new customers
To build your brand
To find new dealers/distributors
To present new products
To track industry trends
To monitor competitors
4. WHICH EVENT?
What market are you aiming for?
What efforts are the organisers making to increase
attendance?
Does it meet your objectives?
5. HOW SHOULD YOU EXHIBIT?
What are your objectives?
How much do you have to spend?
How much time are you going to invest?
6. PLAN YOUR PRESENCE
Type of exhibition stand: meetings vs demos
Brand, brand, brand
How are you going to attract visitors?
10. PREPARE YOUR MARKETING
Prepare a marketing campaign
Call to Action
Inbound Marketing
Incorporate a social media element: QR Codes
Branding: Signage & Giveaways
11. PLAN YOUR SALES
Fill your diary
Create a plan for responding to visitors on site
Create a plan for responding to visitors post show
12. THINGS TO THINK ABOUT
How many staff do you take?
Facilities: electricity, water for coffee machine,
cupboard
Beg and borrow your furniture but make sure it fits
your marketing.
13. MARKETING
WHEN YOU’RE THERE
Staff training
Continue your marketing campaign
Use Social Media: ongoing Twitter feeds, daily blog
Collect data
14. SURVIVING INTACT
Be prepared to work long hard hours
Smart/appropriate business clothing & comfortable
shoes
Take breaks
Drink and eat
15. BECOMING ATTRACTIVE
A big smile goes a long way
Don’t be pushy but don’t ignore passers by
Arm position
Sweaty hands
16. BECOMING INTERESTING
Open questions: who, when, what, why, how, where
To develop conversation
To find out more about their needs
To realise the extent of their issues
To show human concern
17. AFTERWARDS
Have a drink and relax
Follow up plan - contact those you met and thank for
time
Evaluate: What went well? Cost vs met objectives
