Wake Up! Maybe it’s time to think outside the box a little and reflect on some new strategies…
- New Frontiers: Attend a trade show that is unrelated to your target market so you stand out. As long as the attendees are in the right demographic for you why not be unique and stick out, plus you won’t have any competition. Chances are good that you share a customer base with other industries so why not share customers.
- Think for Yourself: When a trade show’s hype exceeds the actual event, people will be disappointed and the crowds may just not be there. Talk to other vendors about their experience with the same trade show organizers to determine if attending the show is a waste of time and money.
- Never the New: Think twice about any trade show that is new and not a tested venue. Only spend time and money on trade shows you know will produce leads in your industry. Don’t gamble when you don’t need to.
- Start at the Top: Participate in shows that you know are attracting the decision makers. You will close deals at the show and acquire strong leads if your are dealing directly with the big boss.
- Make Some Noise: Create a “buzz” about your company or products by advertising the trade show and by using your trade show booth as a platform to launch a new product or service. Don’t forget to let organizers know that you advertised the event; they will remember you in the future.
- Don’t Show, Just Show Up: When finances prohibit your company from showing at the trade show you can still capitalize on the show by being a panel member or speaker. Volunteer, it will get you more attention and a bigger audience.
- See The Boss: Organizers will want your business to return year after year and even attend other shows the produce, why not try to use that idea to get some perks. Maybe developing a display or an event that you can co-sponsor and publicize the event.
- Be Ready: Your team should be ready for the trade show and realize that you only have a few seconds to turn prospective clients into actual sales numbers. Make sure your trade show booth design is impeccable, and that your team is trained and has some clear goals in mind.
- Strike While the Sale is Hot: Incorporate some time for your team to follow up on prospects within a week after the show, any longer and they will have found someone else to work with.
- Make a Spectacle: Use some drama and flash to get the attention of the people. Draw people to your trade show booth just because they want to see what all the commotion is about – and then close some sales!
According to The Center for Exhibition Industry Research (CEIR), business-to-business spending for trade shows is third to advertising and promotion. In a addition, in an online world, trade shows are quickly becoming the only rare opportunities to meet prospective customers face-to-face and give us a second to develop a relationship.