TradeShowHelp.Org

We still believe that trades shows are a viable market for getting face to face exposure with qualified buyers and decision makers.   Bringing people into your trade show booth is the ultimate goal, and giving prospects  solutions to their problems is how you will make that relationship last.

Start with a solid pre-show advertising campaign, your participation well in advance with your prospects will keep your name and booth # fresh in their minds, keeping them up to date with glimpse’s of product announcements and teasers is a good way to peek their interest.

If you are having a new product launch, you can even offer a raffle for that product or service – what a better way to stand behind your new offerings.

If you plan on having entertainment in your trade show booth, have it set for a planned time. where you can invite your prospects, and not continuously throughout the day.  You could even have your raffle drawing at the end of the entertainment, so that you know you will get a chance to talk to your prospects.

I am wondering if there has been any research done on how often you should change your trade show booth style/graphics/etc?

Ty

I have not run across any research done on the specifics of changing up your trade show booth. Many companies change for new products, niche markets and various messages that they would like to send to their specific audience. Another major reason for changing your trade show booth style or graphics is if your company brand changes.

I am looking for a good way to display our presentations without having to purchase large televisions. We want something that is easier to ship and will help save costs on trade show shipping. As well as something that is easy to use when it comes to changing our message for different venue’s with out all the complicated AV equipment.

Thanks
Charlie

Charlie,
Skyline Displays has recently come out with a really easy to use and easy to set up Projection System. You can find more information out on this video.

We recently received a question regarding how to get the best results with trade shows even with budget cuts.

After countless research, we believe in pre-show marketing and targeting your show selection.

Show selection is one point that continued to come up in many conversations and was a key factor in driving results and helping reduce costs. By targeting your “niche market” with a larger presence, your company can stand out as a leader in your market.

With more careful and earlier planning of your trade show season, you can reduce unnecessary expenses. Many exhibitors rely on online trade show management programs, that allow them access 24/7 to their booth staff, shipping and scheduling of events. This way you are not over staffing your booth, and you know when and where items will be at any given time. Reducing the last minute shipping charges for literature or missing components.

Lighter weight exhibits and modular solutions also will decrease your shipping and drayage costs drastically. With re-configurable portable solutions, you can stretch your marketing dollars.

Creating a process for follow up to measure your results to target your most successful shows will also help stretch your marketing dollars. If you notice poor performance from a certain trade show but fairly decent performance from another trade show, why not concentrate your efforts on the show that gives you the best results.

Managing your trade show leads is one of the best practices for success at trade shows. Always implement a plan for lead follow up, even before the doors to the trade show open. Whether it be outsourcing your trade show lead follow up or implementing your staff into using online software to manage and track your leads, you will see the results and see where your efforts are paying off.

We have an IT company and I was wondering what IT trade shows are in the UK, or the best way to find out where and when they are.

Thank You – Jonathan

Jonathan,

There are several resources out there for selecting trade shows, whether they are in the UK or in the USA.  Check out – http://www.exhibitions.co.uk/ for UK specific shows, as well as http://www.tsnn.com/, where you can do a location search for any country, city or state.

Start searching online for various directories, add these to a master list and fine tune it as you go.  There is good information on specific show sites as well, you can see what your other companies are saying about the value of certain trade shows.

Researching where your competitors are exhibiting  is another great way to narrow down your trade show selection.    There is not one specific site that has all of the available trade shows in any given country, it is best to gather data from a variety of sources and start your research.

We exhibit to gain clients, exposure and create relationships with prospects.

I’ve heard it said that trade shows are the easiest, most difficult marketing tool to master. Like all such challenges, finding tips to make this process easier has just become easier.  Check out the latest FREE trade show seminars.  21 Seminars in 21 Days

With the 21 Seminars in 21 Days, you will meet Mike Mraz, a 25 year veteran in the trade show industry, you can find out information on show selection, booth staffing and even trade show transportation.  Getting the best outcome from your trade show is one of the goals that every exhibitor wants to achieve.

Take advantage of the 21 Seminars in 21 Days!

Is it permissible for an exhibitor to stand out in the aisle to speak to or direct people to his booth?

I am in need of a list of “Don’ts” for exhibiting. There are plenty of lists for what to do, but I cannot find any that state what not to do. I am speaking in terms of the act of exhibiting, not actual salesmanship.

Thanks
Penny

Thanks for coming to Trade Show Help Penny,

You are right there are several trade show do’s and there should be some don’ts as well.  In my opinion as a trade show attendee I dislike  when the booth staff is huddled together and you feel they are unapproachable.

It is uncomfortable to be milling around a booth trying to get someone’s attention.  I have also seen booth staff that do not say hello or welcome visitors.

I found myself one time entering into an exhibit where I knew there was a product that I felt was useful to me and my business, but the exhibitor was hosting a lunch for what appeared to be a high profile prospect.  I don’t feel it is appropriate to have food served in your booth, and if you feel it is necessary perhaps use a conference room where others don’t feel like they are intruding.

Don’t bring tons of literature, show them a sample of what you have so that you can gain a business card and get a real lead.  If you hand out literature left and right, you are wasting money on printed material as well as not gaining a true lead.

Don’t forget to follow up immediately after the show, don’t allow your competitors get to the potential clients first.  Put together a plan before the trade show begins for your after the show follow up.

Don’t overload your booth visitors, find out what solutions they are seeking and focus solely on that so they don’t feel overwhelmed.

I believe it to be a good practice to stand outside your trade show display and get peoples attention.  Invite them in for product demonstrations so they can see the solutions you have to offer.  Question them on what their needs are so that you can refine your sales pitch.

I am looking for some simple solutions for upcoming trade shows, our budget is smaller but we do not want to sacrifice our look. We will be attending smaller shows during the fall trade show season.

Is there anything out there that might help us create impact on a smaller scale?

Jennifer

Thanks for stopping in Jennifer -

There are new products hitting the trade show floor constantly, we recently visited Chicago Trade Show Displays and were a bit amazed at some of the new products that Skyline has come up with this year.

One solution that may fit your needs is what is called a Myriad Banner Stand, this can be used as a full inline display, and is lightweight. The center banner add’s an additional graphic area with no extra hardware.

I liked the look of the arc in the center, but it also is available with a flat center banner.  This unit also has an area for literature or small product displays and may be something that will fit your needs for your fall trade show season.