Transcript

Exhibiting Dos and Don’ts

Meet the Presenters

Craig FisherPartnerAjax Social Media

Katrina BusselleVice PresidentHRmarketer

Jen IliffFounder3X Marketing

Today’s Line-Up

• Should I stay or should I go?• Before the Show• During the Show• After the Show• Q&A

Stats and Facts

B2B marketing budgets spent on exhibitions1

Exhibitors that rarely or never provide training to booth staff 2

Top four most important sources of information attendees use when determining which exhibitions to attend:1. Email from a colleague2. Word of mouth3. Exhibition website

4. Personal invite from an exhibitor

HRmarketer.com tracks nearly 1,000 human resources related events in its Global Conferences and Expos database.

1 CEIR Report, The Spend Decision: Analyzing How Exhibits Fit into the Overall Marketing Budget – 20112 http://www.statista.com/topics/1413/exhibitions-convention-und-meetings/

Should I Stay or Should I Go?Deciding If/Whereto Exhibit

Should I Stayor Should I go

• What are your goals?What do you want to accomplish?

• What is your budget?• Consider target

audience and approach.

Before the ShowWhat to think about and do before the event to maximize chances for success.

Before the Show

• What action do you want people to take?• Think of creative ways to get visibility. • Know your “elevator pitch.” • Create list of prospects, analysts, media and

influencers you want to meet at show. Pre-schedule time with them if possible.

• Prep the team attending the event.

During the ShowThere is a lot more to do at an event than just trying to corral passersby for a conversation.

During the Show

• Don’t just bring sales reps. Don’t launch into a sales pitch.• Make one critical point with the fewest words possible. • Attend the conference! (Often, the most meaningful

conversations occur with people you sit next to during the sessions.)

• Make giveaways creative and accessible.

After the Show

Your work doesn’t end when the expo floor closes and the booth is packed up.

After the Show

• Send follow-up emails to leads within 72 hours. • Connect on LinkedIn with the people you met. (Do it

during the show if possible.)• Put prospects into your lead nurturing process. • Measure show experience (e.g. survey) and measure

results.

Contact

Craig [email protected]

@Fishdogslinkedin.com/in/wcraigfisher

Katrina [email protected]

Jen [email protected]

@3XMarketinglinkedin.com/in/jeniliff/


Top Related