April 22, 2011

The Do’s and Don’ts of Trade Show Giveaways

Do – Have a Reason for Giveaways

I don’t believe in giveaways, but if you want to use a giveaway, have the attendee do something for it.  To have a table in front of your booth, lined with hundreds of pens, cups or tee shirts and having people come by and take one to me is a waste of money and certainly doesn’t do anything for the company exhibiting.

Don’t – Give it Away to Everyone

You as the exhibiting company have to ask yourself the question, “Did the person come to the booth to learn about my company’s product or service or to pick up one of the giveaways”

Do- Require Participation

If you keep the giveaway on the shelf, (for example a pen) and the attendee prospect enters into discussion, and you qualify that person. At the conclusion of the qualification sequence (which should take less than 5 minutes) gives the person the pen and say,” Thank you for stopping at the XYZ booth and your interest in our products and services. Here is a pen to remember us by” the person has done something, by participating in the qualification sequence, you have accomplished something, and now you personally present the pen to that person. Now it is a big deal, you have made it a big deal, because not everyone that comes to your booth is going to get one of these pens.

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