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Ep 118 - 5 Trade Show Tips NOBODY Will Tell You!
Episode 11818th October 2021 • Trade Show University for Virtual & Live Events • Jim Cermak
00:00:00 00:12:03

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Here's 5 super effective Trade Show Tips that NOBODY is talking about! Some may even ruffle some feathers! Let's get to them, but first...

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#1 -- Get the attention of people who are not looking at you

  • We don’t want to bug people, especially if they’re looking away right?
  • You need to change that mindset! 
  • Why are you as an exhibitor at the show?  To get business!
  • Why do you think the attendees are at the show?  If it’s a B2B show, they are there to do business! 
  • How many times do you think people will walk past your booth?  You don’t know!!  Assume it’s ONE – one time only.
  • What if I told you at this show, your biggest customer ever will be there – you just haven’t met them yet.  But it’s up to you to find them.
  • Just say “Excuse me” to get their attention, and then ask them a quick qualifying question.  That could be your next client or even your biggest client ever!  And if you let them walk by, you may miss them – or even worse, your competitor may get them!

#2 -- Don’t bring ALL your stuff or literature

  • Keep your booth simple and clean. 
  • You don’t need samples of all your products or literature.
  • The more options and things you give people to look at they’ll get confused.
  • Studies have shown that too many choices cause confusion and lead to a higher percent of people not making a choice.
  • Plus your staff will be more focused as well.  They will be able to find what they need and answer questions more quickly.

#3 -- Your booth and everything in it is a crutch

  • Don’t get me wrong – having a great looking booth and wonderfully designed literature and giveaways are fantastic to have.  But they are just gravy on the biscuit like my good friend Jamie Smith from Atlanta says.
  • But let me ask you – how many awesome looking booths do you see at some of the big shows?  A lot!  And how many do you stop at because they have an amazing booth?  Probably not too many.
  • What if like in tip #1, someone isn’t looking at your booth when they’re walking by?  Or maybe they take a glance and decide they don’t want to stop? 
  • Don’t let them decide based on a split-second of information!  They may be passing by the one booth they need to stop at!
  • Here’s the bottom line – YOU and your staff will be the determining factor of whether or not your show is a success.  That’s why I say your booth and everything in it is a crutch.  Engaging with people is the key!

#4 -- Take a selfie with attendees

  • Want more exposure during and after the show?  Take a selfie with someone you just had a great conversation with that is qualified.  And put it on social media.
  • Tag them and encourage them to share it as well! 
  • Can get some great posts, new followers, and get a lot of shares!

#5 -- Speed is your secret weapon

  • Want more leads or demos or sales?  Go faster!
  • It’s like the old sales adage – it’s all a numbers game. You’ll get more results if you do more.
  • And the best way you can do more is to go faster.
  • You just finished up a conversation with an attendee. Engage the very next person you see! 
  • Put the power of speed to work!  Engage as many people as you can as fast as you can and you will be amazed at the results you can get!
  • But be professional too!  Don’t be so aggressive that you turn people off!  Should feel natural. 

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