Uploaded byAlice Heiman
Successful tradeshows
The document provides tips for successfully exhibiting at a tradeshow or professional conference. It recommends preparing extensively in advance by designing an inviting booth, determining special offers, sending press releases, and scheduling appointments. At the event, it suggests greeting visitors, qualifying leads by asking questions, demonstrating products, and looking for partnership opportunities. Follow-up after the event is also emphasized, including evaluating results and making improvements for next time.
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Successful tradeshows
- 1. Sales Basics Revisited® How to Work a Booth: Successfully Exhibiting at a Tradeshow or Professional Conference By Alice Heiman Alice Heiman, LLC · (775) 852-5020 aliceheiman.com · smartsalestips.com
- 2. We help youincrease sales. From Large Corporations to Small Businesses
- 3. How to Worka Booth Sales Basics Revisited ® Agenda It Starts Before you Arrive Being There Getting Results aliceheiman.com · smartsalestips.com Alice Heiman, LLC · (775) 852-5020
- 4. Long before youarrive . . .
- 5. Make sure youhave plenty of time to prepare.
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- 8. Make sure it’sinviting.
- 9. Determine your showspecial.
- 10. Send a pressrelease to local media.
- 11. Let everyone knowyou will be there.
- 12. Invite customers, prospectsand the other vendors to visit with you .
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- 14. Prepare your collateral…less is more.
- 15. Will you holda drawing at your booth?
- 16. What will youask your visitors?
- 17. Develop the workschedule.
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- 19. Fancy Food ShowFollow up Schedule time to do the follow up.
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- 22. Ask more thantell
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- 26. What are yourcompetitors up to?
- 27. Look for companiesyou could collaborate with.
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- 29. “ So, didyou sell anything?”
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- 33. How to WorkBooth Alice Heiman, LLC · (775) 852-5020 aliceheiman.com · smartsalestips.com Sales Basics Revisited ® What will you do differently? We are here to help, call 775-852-5020
Editor's Notes
- #3 I get 100% of my business from referrals and the connections I make through networking online and in person. I do promote my products and services, but to people who know me, like me and trust me because I have build relationships with them.
- #5 Start your planning at least 8 weeks in advance.
- #7 Know the event who will attend what is the schedule who else is exhibiting
- #8 Design your exhibit – plan a booth that is inviting
- #9 Design the booth to invite people in – put the tables where you can stand in front of them. You don’t want a barrier between you and your guests.
- #11 Send a press release to local media outlets telling them that you’ll be exhibiting.
- #12 Post event on your website and social media channels with a link
- #13 Email or mail a postcard to everyone to let them know you’ll be exhibiting: Vendors to introduce yourself Attendees list to invite them to stop by your booth – give them a compelling reason to stop by
- #14 Schedule appointments with appropriate people. Often time there is common area where you can sit and talk to a prospect. Sometimes coffee, lunch or dinner is appropriate.
- #15 Prepare collateral – less is more. One significant piece. Make the piece about how you can get them results not the details of your product/service.
- #16 Determine a give-away for drawing at the booth – I recommend something that you sell. Give a deep discount or something that you can afford to give away. This gives you more qualified leads than giving away a bottle of wine or a gift basket. Give something relevant to your business so that only those interested in your services will enter.
- #17 Develop questions to ask booth visitors – people will stay at your booth longer if they are talking than if you are telling them all about your products and services. You need to ask questions to get them talking and you listen to hear what products and services align with their needs. What are some questions you will ask?
- #18 It is exhausting to stand on your feet and talk to people all day no matter how extraverted you are. Most times you are in the booth from 8 a.m. until 6 p.m. if you are tired and crabby no one will relate to you. Make sure you have enough people to cover the booth so that you can take a break, eat lunch and not be on your feet more than 4 – 6 hours at a time.
- #19 Prepare follow up thank you notes and/or thank you emails; give a special offer link to your website an article you wrote quarterly newsletter Write your call plan including the series of voicemails you will leave if you don’t reach them. I recommend trying to call each interested person until you get them and recommend leaving at least 3 voicemails in 10 business days.
- #20 SCHEDULE: Who will be working What times Schedule time on your calendar for the days following the event so that you can do the follow-up and debrief
- #21 Know the event: Who will attend? What is the schedule? Who else is exhibiting?
- #24 Collect business cards for a drawing Walk around to other booths & get business cards from other vendors.
- #27 See what the competitors are up to
- #28 Look for potential companies to collaborate with
- #29 Know the event: Who will attend? What is the schedule? Who else is exhibiting?
- #31 Send follow up, make the calls, call each interested person at least 3 times. Plan in advance the voicemail you will leave if you don’t reach them. Each voicemail should be uniquely different and all about them. Plan the emails in advance that you will use to follow up in between the voicemails you leave.
- #32 Follow up on the hot leads but Contact all of the people you met
- #33 Even if they decide not to move forward now, Stay in touch, they may need you later. How do you plan to stay in touch?