1. Attending a tradeshow is not the same as utilizing it.
Having a display at a tradeshow alone may land your business a few leads but, to have the successful outing you desire, simply being there isn’t enough. You’ve got to entice potential prospects and those who pass by your booth. Consider your trade show exhibit’s design and the experience your soon-to-be clients will have while there. Create something that people can’t help but be interested in!
2. Create a lasting impression.
As soon as a potential buyer leaves your booth you run the risk that they might forget it ever existed. It is therefore essential to create an experience that makes a lasting impression. Know how to ask the right questions, gather crucial information in your conversations, and plan for future contact. Having promotional items that represent your brand is a great way to remind those potential buyers of your services and their experience with you!
3. Never start with a sales pitch.
“But I’m at the trade show to sell!!!” I know, I know, give us a second here. Your ultimate objective while at the trade show is to generate new sources of revenue for your business. But the fastest way to deter these new sources is by starting with a lengthy sales pitch. Don’t make your audience feel forced into listening. If they appear interested , talk to them and create a comfortable atmosphere between yourselves before turning the conversation to the side of business.
Create a comfortable environment for your visitors before starting to sell.
4. Trade shows are expensive… but they are an investment well worth making!
Consider all your company has invested to present itself at the show. Costs from the booth to the shipping, the time of the employees representing your company, workers who set-up the exhibit, internet access… the list goes on. But ask yourself, “where else could you gain the exposure you can at a tradeshow?” Your brand will be seen by thousands of people looking for just the right company to help them achieve their goals. Being at a tradeshow offers you a perfect opportunity to develop new contacts and clientele. There’s no place to generate leads on new business like a tradeshow!
5. Enjoy yourself!
It is always important to present yourself in a professional manner… but this doesn’t mean your booth can’t be a fun and energizing place! Create a game that showcases your brand and presents your products to the audience in a way they will enjoy! Give them something to remember. When you have fun you create a more enjoyable experience for your prospective clients… and what better start could a new business relationship have than one initiated with a smile?
Written by Eric Troy