Why Didn’t That Attendee Stop 

In My Trade Show Booth?

1.Your booth looked too boring

2. Your benefit was not clear

3. He doesn’t know you can solve his problems.

4. Your booth staffers didn’t appeal to him

5. Your booth staff didn’t attempt to engage him.

6. Your booth space lacks activity.

7. He wasn’t invited

8. He already has an appointment.

You’ve got a tremendous investment, not only in money, but also time and hopefully training in marketing your business at trade shows. Don’t get in the way of your own success!

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Let us create your next custom trade show exhibit with the message that will integrate your purpose and goals to achieve results for the next season in your marketing program.

Get a quote for your project

www.anvidisegno.com/quote

10 Mistakes Exhibitors Make in Trade Shows

1. Underselling your company with bad graphics

2. Putting way too much text on your display

3. Not promoting your presence at trade shows

4. Not training your booth staff and discussing proper expectations

5. Not listening to your prospects needs

6. Depending on a fishbowl to bring in qualified leads

7. Hauling too much literature to your booth

8. Not planning for trade show success

9. Not informing your exhibit service partner

 10. Not following up on leads

You’ve got a tremendous investment, not only in money, but also time and hopefully training in marketing your business at trade shows. Don’t get in the way of your own success!

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Let us create your next custom trade show exhibit with the message that will integrate your purpose and goals to achieve results for the next season in your marketing program.

Get a quote for your project

www.anvidisegno.com/quote

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10 Tips for Trade Show Success

For any company, participate in a trade fair is very expensive and we want obtain the maximum results with direct customers in the event and potential customers in the future. Here is an excellent article that explains that you must consider to be successful at your show.

1. Know why you exhibit before you do anything else

Just as intent is an important factor in the law, it’s essential in exhibiting. Too often exhibitors reserve a booth at a show without knowing why they are going in the first place. Without the guiding light of an overriding goal, they can’t shape their exhibit to match their needs, train their staff to aim at a common goal, or even know if they succeeded.

2. Exhibiting well requires both logistics AND marketing

You may say, “I object, your honor. I only have time to manage the logistics for our trade show.” That’s not going to get you off the hook. To succeed, you must also perform well the marketing tasks that too often get pushed aside in favor of details like shipping, ordering show services, and travel arrangements.

3. Exhibit at shows where your buyers are

Just as what is legal based on jurisdiction, so changes your fortunes as you exhibit at one of the over 10,000 shows you can choose from (in North America alone). You have to do the homework to determine what your best customers look like, and then find the trade shows where they freely roam.

4. Design your exhibit for your buyers, not you

What if your lawyer talked a lot just because he likes to hear the sound of his voice, rather than to convince the jury? Similarly, some companies design their exhibit to show themselves off the way they want to be seen – rather than focusing their message to best appeal to their clients and prospects.

5. Bring only willing booth staffers

Do the people you ask to staff your booth react as if being summoned for jury duty? Those people will take that negative attitude with them when they meet your booth visitors. Don’t ever break this law if you want to succeed at shows – just bring willing booth staffers, even if they cost more to get there.

6. Always train your booth staffers

Legal proceedings follow almost ritualistic protocol. You will please the judge if you follow similarly repetitive steps and train your staff for every show. Top sales people still need to know how to adapt to trade show booth staffing. And veteran staffers don’t know your new objectives, new products, latest pre-show and at-show promotions, and how to use the new technology you added to your booth.

7. Qualify your leads to boost follow up

Just as not everyone is guilty, not every lead is qualified. Your booth staffers must interrogate attendees to determine their value, and then rank the leads (A – Immediate, B – Intermediate, C – Future). Your reps will be more likely to follow up on the A & B leads, knowing you have already sent the C leads (that you still continue to market to) to the holding cell.

8. Promote your presence before and during the show

A good trial lawyer is a little bit the showman in order to sway the jury. You should have no objection to taking a page out of his book and promoting your presence before and during the show. Let attendees know all the reasons they should visit your booth, so you get their attention, rather than your competitor.Here’s a free book to help.

9. Plan for lead follow-up before the show

Have your closing arguments prepared before the trial ends – by preparing your lead follow up system before you go to the show. Assign a person to enter the leads, have fulfillment packets prepared, and have a smooth process for getting leads quickly to the right sales people.

10. Measure and report your results to keep exhibiting

After the show ends, the jury is still out whether it was a successful show or not. But if you track your leads to sales, compare your costs to your sales, and then report your satisfactory return on investment, you’ll be much more likely to be judged successful. 

If you’ve just realized you have been breaking these laws all along, consider yourself on parole. You’ve got some time to reform your ways, become a trade show law-abiding citizen, and generate trade show success.

About Autor: Mike Thimmesch 

Mike is director of industry relations for Skyline Exhibits, designer and builder of custom modular exhibits and portable displays.

Original article: http://www.tsnn.com/news-blogs/10-simple-laws-trade-show-success

10 Ways to Impress the Press at Your Next Trade Show

In the following article you will find different ways to capture the attention of the press in your event and increase the chances of generating traffic to your booth and grow business opportunities with your potential customers. Excellent article.

1. Find your angle. 
As you start to develop your press strategy, your first task is to come up with a spin that will get editors - and their readers - interested in your company. What products or services will you display that are new and innovative since the last time you attended this show? Do you have a story with a human-interest twist? What about your product will save the publication's readers time, money, or hassles? Skip the boring history of your company and bios of company officers. For the most part, editors couldn't care less, and neither could their readers. 

2. Work with show management. 
Start by finding out when show management will release the list of press reps covering the show. Then ask about on-site opportunities to meet with the press such as VIP press tours before show opening. Also ask if a press-briefing room will be available and, if so, how you can book it for the prime time slots early in the show.

3. Target the right press. 
There's no such thing as bad press, but write-ups in some publications are certainly better than others. Do a little research to find out which publications your clients and prospects are most likely to read. The most popular of those should become your "tier-one," or targeted publications. Defining this list of targeted media outlets will allow you to focus on creating relationships with writers and editors who have the power to put your messages directly in front of the end users you hope to reach. 

4. Start communicating early.
It's critical to get on editors' radar before they arrive at the trade show, or you risk not making their must-see list of exhibitors. If you're unsure about when you should start contacting editors, simply ask a few of your targeted journalists for the optimum time to submit an initial press release. Depending on their schedules, this could be months before a show, so they can meet editorial deadlines for pre-show issues. Others may simply prefer that you distribute your release as part of your press kit in the official press room. 

5. Create an interesting press kit. 
Unless you've spoken with members of the media before the show opens, your press kit may be your first - and only - contact with reporters. The way you present your information, the medium you use, and the content itself all have an impact on whether your message will reach your targeted editors or end up in the trash. 

6. Write an engaging press release. 
Once you've attracted editors' attention enough for them to pick up your press kit, it needs to deliver the kind of information they're looking for. Your press release should include the following: company name and contact information (including booth number); a short, informative headline with a secondary description as a subhead; the body of the press release; and finally, a brief boilerplate description of your company and why it's an authority in your industry.

7. Provide publication-quality visuals. 
If you have interesting photos to support your press release, include them in the press kit. For example, if your release is all about a new product you're launching at the show, provide high-quality images of that product. Oftentimes publications rely on provided product shots, meaning that if you don't have usable, high-quality images, your new gadget may have zero chance of getting reviewed. 

8. Develop an at-show press plan. 

Press kits and press releases can be great for getting the word out about your company and its products, but if you're really serious about attracting the press, consider adding at-show elements to your press plan. For example, you could host a formal press briefing in the show-provided press room, plan a before- or after-hours press event in your exhibit with hands-on demonstrations, or hold an after-hours wine-'em-and-dine-'em reception. Depending on your budget and press objectives, you may want to choose several different methods.

9. Offer one-on-one interviews. 
Depending on the news being announced, press members I've spoken with consider group press conferences less effective than one-on-one press interviews in terms of depth of information and relationship building. They'd rather spend their time speaking with a company executive and getting the specific information that would be of value to their readers than getting the generic information often presented in a group press briefing. 

10. Don't forget the follow-up.
Just because the show's over doesn't mean your press duties are done, too. Drop a quick e-mail to the editors you spoke with, thanking them for their time, providing any information promised, and asking if they need any further information. 

See full article: 

http://www.exhibitoronline.com/topics/article.asp?ID=19&catID=91

About Autor:

Candy Adams, CTSM, CME,CEM, CMP, CMM,"The Booth Mom,"is an independent exhibit-management consultant, trainer, speaker, writer, and an Exhibitor conference faculty member. CandyAdams

@BoothMom.com