secrets for trade show success pp 2 12 10
DESCRIPTION
Trade shows can be fun and productive. They can also be labor intensive, exhausting and a big waste of time. Here's a check list to insure your success!TRANSCRIPT
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How to live through a trade show and actually make it productive
Victoria GarciaMarketing Impressions
619-497-0430www.marketing-impressions.com
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Cement existing client relationships. Conduct business meetings. Identify and recruit new
distributors/dealers/representatives/employees.
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Educate your audience regarding your products and/or services.
Obtain press/media coverage. Competitive and market research. Attend educational sessions.
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StrategicMeasurableAttainableReasonableTimely
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New product launch A representative sampling
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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.
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3 Kinds of Attendees
Education Seeker The Reinforcement Visitor The Solution Seeker
From research by Dr. Alan Konopacki
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Do Pre-Show Promotions Good Engaging Skills Contest or other Promotion Product Interest Company Recognition Booth Design
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With “Boothmanship”? Successful communication with
attendees, (verbal and non-verbal)
Focus on being remembered for your communication skills.
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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.
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What one message should your exhibit communicate in 5 seconds?
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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
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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.
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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?
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Make Sure Your Website I is in Good Order
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Send Out “Come See Us at Booth X” Invitations
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Develop Your Show “Special” Offer
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Purchase A Business Card Scanner
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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!
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Find Out What You Can Get From The Show Producers
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Volunteer to Help
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Don’t Act Hungry
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Don’t Expect to Get Instant Business
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Set Appropriate, Realistic Goals
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Collect Every Business Card You Can Get Your Hands On
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Take Notes on the Business Cards You Do Collect
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Look for Potential Relationships with Other Vendors
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Build a Relationship with the Show Producers
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Scan the Show Program for Opportunities
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Check Out The Workshops
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1 Day Later Add New Contacts To Your Database
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2 Days Later Do Your Homework
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3 Days Later – Personal Follow Up