how to get more out of exhibition marketing
DESCRIPTION
The slides from a recent training session on how to get more out of exhibiting.TRANSCRIPT
How to get the most out of Exhibiting
with Karl Craig-West & Elaine Vandelli
1: Objectives???
What do you want?
● More clients/customers● promotion opportunities● Bigger marketing database● Networking● ???
2: What's the Plan?
How are you going to meet those objectives?
What actions do you need to take before, during and after the show?
3: Publicity (before and after)
You
ClientsContacts
Press Marketing
4: Your Stand
● Keep it simple● Bright and cheerful● No barriers (desks/tables)● Engaging graphics● Get to the point quickly (how you
help your client is more important than your company name)
What’s WrongHere?
Clean and simple communication
5: Engage
● Prize draw - make it meaningful or different
● Free gift - make it valuable● Make a special offer● Tell, don't sell● Keep promises● Be different!!!
3: Publicity (before and after)
You
ClientsContacts
Press Marketing
Did we mention that you should do some...
6: Leaflets/Flyers
● Reason to keep it● Make an offer● Make it useful● Keep it simple● Use lead tracking● Pictures● Sell, don't just tell● CALL TO ACTION !!!
7: People
● Smile● Smile some more● Don't overdress (or underdress)● Don't stand waiting● Talk and engage● Eye contact● Make a note of what was said● Did we mention smiling?● Have some fun...
Dress appropriately
3: Publicity (before and after)
You
ClientsContacts
Press Marketing
Quick reminder: do some...
Dress appropriately
8: After the show
● Follow up (with every single contact)● Add all contacts to a CRM● Keep in touch
● If you promised something then do as you said
And Finally...
Exhibiting is a marketing exercise so make sure you have some objectives and a plan for reaching them.
Aim for Return on Investment...
3: Publicity (before and after)
You
ClientsContacts
Press Marketing
One last time. Make sure you have good...
Karl Craig-West is a Director of Buswebs which provides affordable websites, blogs and web marketing services to the self employed and small businesses.
He can be reached on 0116 355 2194 or [email protected]
www.buswebs.co.uk