Keys To A Successful Trade Show, Anita Mitzel, Aug 13, 09

Keys to a Successful Trade Show

Keys to a Successful Trade Show

Making your Trade Shows Pay Off

Should we exhibit in trade shows? Should we exhibit in trade shows?

• Cost effective way of closing sales

• Meet your customers and potential customers face to face

• Most attendees are qualified to make or influence decisions

• Cut your expenses and choose your shows carefully

4 Keys to a Successful Trade Show 4 Keys to a Successful Trade Show

• Pick the right shows

• Learn what to do – and do it

• Plan ahead

• Train your staff

Trade show Optimism for 2009 Trade show Optimism for 2009

Define your objectivesDefine your objectives

• New sales orders

• New prospects

• Introduce a new product or service

• Get reacquainted with customers and leads

• Establish or reestablish your company in the marketplace

• Be where your competitors are

Start Planning EarlyStart Planning Early

• Determine: who is your target visitor and what are their hot buttons

• Decide on the ideal message

• Establish a budget

• Plan to do 2 or 3 pre-show and post-show mailings

• Design a lead capture form that allows you to prioritize the leads

Start Planning EarlyStart Planning Early

• Decide on what you’ll want to have in your booth

• Decide how much booth space you’ll need

• Book your space early

• Review show materials thoroughly

• Create a list of tasks and a timeline that includes any deadlines

Pre-Show MarketingPre-Show Marketing

• Invite current and potential customers

• Send free passes or offers of giveaways

• Advertise

• Submit press releases

Don’t Skimp on Your ImageDon’t Skimp on Your Image

• Your image and message are most important

– Use as few words as possible

– Images communicate more quickly and powerfully than words

– Work with a professional display and exhibit company, marketing firm or graphic design firm

Do’s & Don’ts of Effective Booth Staff

Do’s & Don’ts of Effective Booth Staff

• Act professionally

• Do not eat, drink, or chew gum in the booth

• Look good and smell good

• Do not use your phone or Blackberry or converse with

fellow staffers

Do’s & Don’ts of “Working Your Booth”Do’s & Don’ts of “Working Your Booth”

• Stand by the aisle

• Smile

• Have an ice breaker

• Introduce yourself

Working your boothWorking your booth

• Do not sit in your booth

• Do not be behind a table

• Be cognizant of your body language

Working your boothWorking your booth

• Know the company line

• Ask qualifying questions & record the responses

• Don’t load visitor with product information

• Check out your competitors’ displays

Follow Up – Quickly!Follow Up – Quickly!

• Prepare a follow up plan in advance

• Call, email or send within 2 weeks

• Follow up any sent information

• Trade shows are the best way to meet face to face with a large number of prospects and clients

• Use these tips to make your investment pay off

Questions?Questions?

GraphiColor Exhibits DisplaysGraphiColor Exhibits Displays

GraphiColor Exhibits - BannersGraphiColor Exhibits - Banners

Contact: Anita Mitzel

GraphiColor Exhibits

12788 Currie Ct.

Livonia MI 48150

248-347-0271

anita@graphicolor.com

www.graphicolor.com