Would You Like Fries with that Virtual 10 x 10?

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Post on 19-Oct-2014




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Based on the blog posts as Midcourse Corrections and articles in Convene, this presentation presents the case for selling online interactive trade show booth upgrades.


<p>Would You Like Virtual Fries with that 10 x 10?</p> <p>Would You Like VirtualFries with That 10 x 10?</p> <p>Selling Interactive Online Listings with Trade Show Booth Space RentalsBy Michelle Bruno, CEM, CMP</p> <p>Were not referring to virtual trade show booth in hybrid events.</p> <p>Were talking about interactive online listings</p> <p>Example from CES 2012</p> <p>2</p> <p>3</p> <p>Why?</p> <p>Dont Fries Make You Fat?</p> <p>Why have virtual online presence functionality as part of online directory?</p> <p>73% of attendees under 40 do an online search to make a short list of exhibits to visitExhibitors want the increased visibility, SEO, exposure up to 4 months before the showOrganizers enjoy the additional revenue</p> <p>5</p> <p>How to Up-Sell</p> <p>How to Up-sell?</p> <p>6</p> <p>Select Interactive Floor Plan</p> <p>Look at vendorsMake sure they are mobile</p> <p>7</p> <p>Sell When You Sell Exhibit Space</p> <p>Determine Pricing</p> <p>Upgraded listings sell for $99 - $1,500 each with average around $400-$500</p> <p>9</p> <p>Sell A-La-Carte</p> <p>Offer basic listing for freeExhibitors with upgrades get 4-5 times more page views than those with basic listingOnline featured exhibitors (those that purchase keywords and product categories) receive online traffic 2-3 times greater than those who dont purchase upgraded featuresA-la-carte allows small to medium-sized exhibitors to participate</p> <p>10</p> <p>Create Collateral</p> <p>Create interactive collateralShow lots of examplesGive success stats</p> <p>11</p> <p>Sell Like H*!!</p> <p>Add to the order formAsk for the saleSell next year at current years showPromote</p> <p>12</p> <p>Provide Analytics</p> <p>VisitsClick-throughsSearch rankingsSearch terms used to get to the online profileTimes favorited or added to the attendee plan</p> <p>13</p> <p>Follow this plan for a healthy trade Show diet of:</p> <p>Helping attendees assemble their pre-show listGiving exhibitors additional exposure and marketing opportunitiesGrowing the shows bottom line </p> <p>14</p>