10 Tips For Successful Exhibiting
Trade shows are designed to let entrepreneurs and businesses, meet many
potential customers inexpensively and face-to-face in a brief period of time.
Common reasons for exhibiting include:
- Generating sales leads
- Generating actual sales at the show
- Enhancing your image and visibility
- Reaching a specific audience
- Establishing a presence in the marketplace
- Improving the effectiveness of your marketing efforts
- Personally meeting your customers, competitors and suppliers
- Prospecting for new customers
- Introducing new products and services
- Demonstrating your products in ways not possible using other marketing
channels
- Recruiting distributors or dealers
- Educating your target audience
With a little effort and planning, you can increase your opportunities for
success at trade shows. Follow the tips below.
- 1 - Prepare in advance for the show. Don't wait until the last minute to start
preparing for the show. A successful show takes planning. Begin well in advance
to prepare for this important event.
- 2 - Decide what to exhibit. Focus on a few exciting products. Most trade show
attendees are looking for something new.
- 3 - Get an attractive, portable, versatile booth. Consider renting with option to
buy until you experience a few shows and know what best meets
your needs.
- 4 - Decide what you want to accomplish and stay focused. Do you want to sell
product, strengthen your market presence or build a contact list?
- 5
- Have your literature ready. Order materials, business cards, etc. well ahead
of time.
- 6 - Be prepared to do real business. Know how and where you'll talk to interested
customers. Will it be a spot in the rear of the booth, a nearby
conference room, a table in the concession area or a later meeting at your
business?
- 7 - Select the right crew. Enlist your most experienced salespeople. And bring
enough people to ensure full coverage. Prospects won't wait around
for someone to break free from a conversation.
- 8 - Capture business cards. Set up a drawing with a prize or offer to send
prospects a free gift.
- 9 - Follow up. Act promptly, while each prospect's memory of you is fresh.
- 10
- Evaluate your success as soon as the show is over. Note your achievements
and brainstorm for ideas.
Sources: Business.gov and Entrepreneur.com.