EXHIBITOR TIPS Nothing beats the enormous value of meeting current clients and potential customers face-to-face. However, just buying a booth and showing up doesn’t make the most of your investment. Here are five easy tips for making an impact on your trade show experience! FIRST IMPRESSIONS ARE EVERYTHING STAND OUT FROM THE CROWD LEAD FOLLOW UP
The Conference is over now you have to follow up with leads. The longer you wait the longer they have to forget who you are and what you said. People have many interactions at trade shows. As much as you want to believe yours were different, it’s tough to remember everyone’s name and product after the show. Don’t be afraid of reaching out too quickly. Typically wait one day after the show to follow up with potential prospects. Waiting too long will dilute the connection. “ It was an exciting event. I appreciate there was a special session to orient first time attendees. I felt like somebody really cared about me before I arrived. 2019 Attendee Survey Respondent
Dedicated trade show hours are precious, and they are the time to really connect with attendees. You have three seconds to get someone’s attention walking the trade show floor. Make sure your booth is fully staffed, your standing, not sitting at your table, and your body language is welcoming. And the most important tip - stay off your cell phone during active trade show hours.
Booths that stand out from the crowd get the most traffic. Don’t just have a table throw, literature and a lackluster backdrop. Use a little creative juice to create a booth that generates buzz. Host games to draw a crowd, bring promotional “swag” that glows, glitters or blinks, and if you have a product, demonstrate it. Hands on interaction is important. If your product or service is intangible, share as much product information as possible with clever displays, not just literature.
THE ELEVATOR PITCH
You know you’re going to get asked “Who are you?” or “What do you offer?”. Be ready to describe your product via elevator pitch, a brief 30 second answer followed by an open-ended question. Everyone working the booth should have their “pitch” ready. Note: The actual sale of products and services on the Marketplace floor is strictly prohibited
STOP SELLING START GELLING
What’s the best way to generate interest? Show interest in others first. Don’t have your staff sell your product unless they are interested in it. The way you gain interest is by being interested in others first. Ask questions about their company and where they came from first. Almost every time they will follow up by asking you the same. It’s much more natural than introducing your brand after you’ve introduced yourself.
14 HRSWC PROSPECTUS
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