- Send teaser pre-show mailers that encourage prospects to visit your booth. Include a raffle ticket for a giveaway, promote a prize drawing, or encourage recipients to stop by your booth for a free giveaway item.
- Attract the RIGHT people to your booth with a fish bowl drawing that gets you qualified sales leads. An iPad will attract anybody and everybody but a drawing for some of your product gets you a lead for someone that wants what you are selling.
- Does a total stranger to your firm understand who you are and what you do as they walk by your booth -- in less than a second? If not -- do a redesign. If you need help designing the right booth that builds your brand and makes folks "get it" as they walk by -- we can help.
- Consider a theme for your booth, such as a Hawaiian theme, coffee shop theme, or sports-related theme. If you don't want to go the theme route, simply wear attire that is appropriate for the products you're selling. For example, if you sell ski equipment, you could dress in ski apparel and offer visitors hot cocoa and free demos.
- Attract visitors with a delicious treat they can't resist, such as homemade cookies, cupcakes, ice cream bars, cinnamon rolls, or even full-size candy bars wrapped with your marketing message. This builds traffic so be prepared to qualify visitors with some conversation to get leads.
- In addition to having a widescreen display that offers engaging, informative content, videos, and product highlights, remember that print materials (including business cards, brochures, and flyers) are a must for ensuring visitors will remember you after they walk away.
- Use a spotlight to draw attention to a new item or promote a "show special" or "best seller" item. Consider offering a significant discount for placing an order during or within a few days of the event, and have promotional flyers ready to pass out detailing any exclusive offers you provide.
- Be on the ball when mailing follow-up information. If you're on the road, email someone at the office daily with requests to send info packets immediately.
- Consider sending a lumpy mailer shortly after the event that includes a thank you card or flyer featuring a photo of you and/or your booth (to spark memory), a small promotional item, and a sample or trial offer of your product. You may also wish to promote an extension to any exclusive offers you marketed at the event.
Friday, August 24, 2012
Tips to Wow Prospects at Trade Shows
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