How to live through a trade show and actually make it productive

Victoria GarciaMarketing Impressions

619-497-0430www.marketing-impressions.com

Cement existing client relationships. Conduct business meetings. Identify and recruit new

distributors/dealers/representatives/employees.

Educate your audience regarding your products and/or services.

Obtain press/media coverage. Competitive and market research. Attend educational sessions.

StrategicMeasurableAttainableReasonableTimely

New product launch A representative sampling

Exhibit Tips: Use high-impact graphics that

highlight the attendee “WIIFM” Use color, light and movement Keep your exhibit open and inviting Use presentations, demos,

entertainment, and a well-trained staff to convey your message.

3 Kinds of Attendees

Education Seeker The Reinforcement Visitor The Solution Seeker

From research by Dr. Alan Konopacki

Do Pre-Show Promotions Good Engaging Skills Contest or other Promotion Product Interest Company Recognition Booth Design

With “Boothmanship”? Successful communication with

attendees, (verbal and non-verbal)

Focus on being remembered for your communication skills.

It takes only 7 seconds, (max.), to make a first impression – good or bad!

55% of communication at a trade show is non-verbal.

86% of what an attendee will remember about your exhibit relates to the booth staff’s performance, actions and comments.

What one message should your exhibit communicate in 5 seconds?

Formulate probing questions Qualify your prospects needs Ask open-ended questions Relate these questions to your

industry, product/service and the benefits of these to your attendee

We forget 50% of what we hear less than 1 minute after we hear it

Use a system, (A=Hot, B=Warm, C=Cold), to quickly code cards for after-show follow-up.

How close do you want to be to your competition?

Where are refreshments served? What are the entrance traffic

flows? Is there storage space? Are there lighting issues?

Make Sure Your Website I is in Good Order

Send Out “Come See Us at Booth X” Invitations

Develop Your Show “Special” Offer

Purchase A Business Card Scanner

Go To www.tinyurl.com/hu9pr * And Set Up A Free Trial Constant Contact Account (good for 60 days)

or, even better…I’ll set it up or, even better…I’ll set it up for you!for you!

Find Out What You Can Get From The Show Producers

Volunteer to Help

Don’t Act Hungry

Don’t Expect to Get Instant Business

Set Appropriate, Realistic Goals

Collect Every Business Card You Can Get Your Hands On

Take Notes on the Business Cards You Do Collect

Look for Potential Relationships with Other Vendors

Build a Relationship with the Show Producers

Scan the Show Program for Opportunities

Check Out The Workshops

1 Day Later Add New Contacts To Your Database

2 Days Later Do Your Homework

3 Days Later – Personal Follow Up