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Secrets For Trade Show Success Pp 2 12 10


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Trade shows can be fun and productive. They can also be labor intensive, exhausting and a big waste of time. Here's a check list to insure your success!

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Secrets For Trade Show Success Pp 2 12 10

  1. 1. <ul><li>How to live through a trade show and actually make it productive </li></ul><ul><li>Victoria Garcia </li></ul><ul><li>Marketing Impressions </li></ul><ul><li>619-497-0430 </li></ul><ul><li> </li></ul>
  2. 2. <ul><li>Cement existing client relationships. </li></ul><ul><li>Conduct business meetings. </li></ul><ul><li>Identify and recruit new distributors/dealers/representatives/employees. </li></ul>
  3. 3. <ul><li>Educate your audience regarding your products and/or services. </li></ul><ul><li>Obtain press/media coverage. </li></ul><ul><li>Competitive and market research. </li></ul><ul><li>Attend educational sessions. </li></ul>
  4. 4. <ul><li>S trategic </li></ul><ul><li>M easurable </li></ul><ul><li>A ttainable </li></ul><ul><li>R easonable </li></ul><ul><li>T imely </li></ul>
  5. 5. <ul><li>New product launch </li></ul><ul><li>A representative sampling </li></ul>
  6. 6. <ul><li>Exhibit Tips: </li></ul><ul><li>Use high-impact graphics that highlight the attendee “WIIFM” </li></ul><ul><li>Use color, light and movement </li></ul><ul><li>Keep your exhibit open and inviting </li></ul><ul><li>Use presentations, demos, entertainment, and a well-trained staff to convey your message. </li></ul>
  7. 7. <ul><li>3 Kinds of Attendees </li></ul><ul><li>Education Seeker </li></ul><ul><li>The Reinforcement Visitor </li></ul><ul><li>The Solution Seeker </li></ul><ul><li>From research by Dr. Alan Konopacki </li></ul>
  8. 8. <ul><li>Do Pre-Show Promotions </li></ul><ul><li>Good Engaging Skills </li></ul><ul><li>Contest or other Promotion </li></ul><ul><li>Product Interest </li></ul><ul><li>Company Recognition </li></ul><ul><li>Booth Design </li></ul>
  9. 9. <ul><li>With “Boothmanship”? </li></ul><ul><li>Successful communication with attendees, (verbal and non-verbal) </li></ul><ul><li>Focus on being remembered for your communication skills. </li></ul>
  10. 10. <ul><li>It takes only 7 seconds, (max.), to make a first impression – good or bad! </li></ul><ul><li>55% of communication at a trade show is non-verbal. </li></ul><ul><li>86% of what an attendee will remember about your exhibit relates to the booth staff’s performance, actions and comments. </li></ul>
  11. 11. <ul><li>What one message should your exhibit communicate in 5 seconds? </li></ul>
  12. 12. <ul><li>Formulate probing questions </li></ul><ul><li>Qualify your prospects needs </li></ul><ul><li>Ask open-ended questions </li></ul><ul><li>Relate these questions to your industry, product/service and the benefits of these to your attendee </li></ul>
  13. 13. <ul><li>We forget 50% of what we hear less than 1 minute after we hear it </li></ul><ul><li>Use a system, (A=Hot, B=Warm, C=Cold), to quickly code cards for after-show follow-up. </li></ul>
  14. 14. <ul><li>How close do you want to be to your competition? </li></ul><ul><li>Where are refreshments served? </li></ul><ul><li>What are the entrance traffic flows? </li></ul><ul><li>Is there storage space? </li></ul><ul><li>Are there lighting issues? </li></ul>
  15. 15. <ul><li>Make Sure Your Website </li></ul><ul><li>I is in Good Order </li></ul>
  16. 16. <ul><li>Send Out “Come See Us at Booth X” Invitations </li></ul>
  17. 17. <ul><li>Develop Your Show “Special” Offer </li></ul>
  18. 18. <ul><li>Purchase A Business Card Scanner </li></ul>
  19. 19. <ul><li>Go To * </li></ul><ul><li>And Set Up A Free Trial Constant Contact Account (good for 60 days) </li></ul><ul><li>or, even better…I’ll set it up for you! </li></ul>
  20. 20. <ul><li>Find Out What You Can Get From </li></ul><ul><li>The Show Producers </li></ul>
  21. 21. <ul><li>Volunteer to Help </li></ul>
  22. 22. <ul><li>Don’t Act Hungry </li></ul>
  23. 23. <ul><li>Don’t Expect to Get Instant Business </li></ul>
  24. 24. <ul><li>Set Appropriate, Realistic Goals </li></ul>
  25. 25. <ul><li>Collect Every Business Card You </li></ul><ul><li>Can Get Your Hands On </li></ul>
  26. 26. <ul><li>Take Notes on the Business Cards </li></ul><ul><li>You Do Collect </li></ul>
  27. 27. <ul><li>Look for Potential Relationships with Other Vendors </li></ul>
  28. 28. <ul><li>Build a Relationship with </li></ul><ul><li>the Show Producers </li></ul>
  29. 29. <ul><li>Scan the Show Program </li></ul><ul><li>for Opportunities </li></ul>
  30. 30. <ul><li>Check Out The Workshops </li></ul>
  31. 31. <ul><li>1 Day Later </li></ul><ul><li>Add New Contacts To Your Database </li></ul>
  32. 32. <ul><li>2 Days Later </li></ul><ul><li>Do Your Homework </li></ul>
  33. 33. <ul><li>3 Days Later – </li></ul><ul><li>Personal Follow Up </li></ul>