January 22, 2011

Tales From The Booth: Who did you invite to visit you at the trade show?

Category: Articles — admin @ 2:46 pm

So many companies and people think that when they sign up for a trade show that there will be sufficient marketing done by the show producer, and because of this, they will have plenty of activity at their booth.
The fact of the matter is that no trade show producer guarantees that you will have activity at your booth. No trade show producer will guarantee you will get any orders from the show either. A trade show producer is just selling you space at this trade show. Everything else you have to provide. You as the Exhibitor have to make the investment to contact your Clients, Prospects and Suspects to invite that to the trade show and to stop by your booth. There are some interesting statistics that state that many people were asked why they didn’t attend a particular trade show and the answer that they got back in most cases was that no one invited them.  People want to be invited, they want to know that if they go to a specific trade show that there will be someone there that they will know, and that will be interested in seeing them. 

Why do people go to trade shows? To me, it is because it is neutral ground. I am not in this person office and he is not in my office. The attendee can come up to your booth, listens to your presentation, and if after a few minutes he or she realizes that this is not something of interest for their company they can just move on. If that same person was in your office and halfway through your presentation, realizes that this is not the product for their company, it is very hard for that individual to just get up and leave. Besides being impolite, it would certainly not give a good impression of your company.  It is a known fact that the average attendee spends 8.5 hours at a trade show and visits over 25 booths. Figure it out; it would take you a lot longer to visit those companies on a one on one basis, where you traveled to their individual offices.

What you don’t want to happen…and certainly a most embarrassing situation, is to have one of your company’s major clients stop in front of your booth and announce to anyone from the company that is listening, “I didn’t know that you were going to be exhibiting at this trade show” You have, in effect, told one of your major clients that they didn’t think that they were important enough to make them aware that you were exhibiting at this trade show. That you in effect were concentrating only on new business. Remember, your booth is not just for them…you never know who they know.

January 13, 2011

Tradeshow Tips Ep#12 – Opening Active Questions

Category: Podcasts — admin @ 1:58 am

Welcome to the final episode of Season 1 of our monthly video podcast entitled Tradeshow Tips. We hope you enjoyed Season 1 and found some helpful tips to help increase your return on investment on your next tradeshow!

In our final episode we discuss Opening Active Questions a sure fire way to help attract better leads when people are passing by your booth!

January 3, 2011

Tales From The Booth – Location, Location, Location!

Category: Tales From The Booth — admin @ 1:58 am

If you are going to a major trade shows for the first time don’t expect to get a booth that is necessarily on the main floor, or in one of the best locations. If it is a popular trade show, there may even be a waiting list.
Where do you want your booth to be in a trade show? The obvious answer is, “where you will get the most traffic” But if you are new on the scene, or new to this particular trade show, you may not have the luxury of being able to pick where you want to have your booth.

When you sign up for these trade shows, if you read the fine print the trade show producer has the right to move you to another location for what ever reason.

Some exhibitors prefer to set up their booth by the cafeteria, or where the coffee wagon will be parked. Others want to be right across from the bathrooms. Then some want the end of the aisle, so they can have traffic flow in two directions. Before you make the commitment review the floor plan, find out what other vendors are in your area.

If there is a new major company that is also exhibiting for the first time at this trade show you may be able to get more traffic at your booth by just being located close to that major companies booth.
Considering that most major companies spend more on advertising, and to generate interest it may be ideal to take a booth as close to the major company as possible, and see how many of the attendees that come to see this major company you will be able to convince to stop at your booth.