Tips to businesses for better ROI on trade show exhibiting. Presented to members of the Lakeland Builders Association before their annual New Home and Remodeling Expo. Originally presented in 2011.
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Tradeshow tips
1. February 22, 2011
Presented by Patricia Bladow
Walworth County Sales Manager
CSI Media, LLC
Tips for Marketing at the Expo and Beyond
Get more than just exposure at your trade show. Get sales!
3. Agenda
Before the show
Why are you exhibiting?
Planning and invitations
During the show
Meet prospective, current and past clients
After the show
Follow up
4. ROI
Return on investment
Close Deals & Sell More
Product
Remain “Top of Mind” for
Prospects and Existing
Customers
Make High Quality
Connections
5. Before the show
Have a promotional plan.
Send out as many personal invitations as possible
Make new friends, but keep the old.
In terms of profit, an established customer is worth from five to
seven times what a new customer is worth.
Use all available channels to inform customers of your
participation
Prepare ahead for effective participation.
7. During the show
Keep a high profile during the show.
Record leads
Have a compelling one-line statement to begin discussion.
Social media during the show
Moving into the show
Speakers
Don’t miss the exhibits
Seminars, seminars, seminars
Special guests
Location highlights
8. After the show
Follow up
80% of exhibitors make no attempts to follow up on leads from
trade shows.
95% of customers who perceive service to be immediate will do
business with you again.
Out of sight doesn’t have to be out of mind. Maintain the
connections you make at trade shows with targeted emails, Twitter,
LinkedIn, and other social media.
9. Plan for success
Work for success
Follow up for success
10. www.thetradeshowcoach.com (articles by Susan Friedmann)
www.marketing.about.com, (search trade show marketing)
www.marketingtoday.com/shows/index.htm
www.exhibitoronline.com
www.trade-show-guide.com