Archive for March, 2011

Tips You Need To Know Before Your First Trade Show Display At A Convention

Sunday, March 27th, 2011

Tackling your first trade show booths can be a nerve wracking, stressful process. Although it gets much easier with experience, your first few conventions can be difficult. These tips will help you have success with your initial trade show displays, allowing you to gain experience and see great results now and in the future.

1. Just Showing Up Is Not Enough

Many exhibitors would love to erect their trade show displays and then go home for the weekend. Unfortunately, your products will not sell themselves. You need to ensure that you put in the time and effort to make your trade show booths as successful as possible. Remember, when you rent the space for trade show displays and set one up, you’re buying access to a potential audience. You still have to earn the attention of that audience and bring them to your trade show booths to drive the sale.

2. Paying Someone To Set Up Your Trade Show Displays Can Be Costly, Yet Well Worth It

Most first timers are shocked at the rates for labor to set up your trade show displays. Especially if you need your trade show booths set up on a weekend, the people that hang your signs, set up your trade show displays, run your lines, and generally get everything working can cost a bundle. In most venues, the wages of those workers are governed by unions, ensuring even higher fees. If you are worried about having to pay, go for smaller trade show displays and secure your contractors ahead of time.

3. Plan Your Trade Show Booths Early

There is no such thing as “too early” when it comes to planning logistics for your trade show displays. The earlier you start planning, the more likely you are to think of any possible flaws in your plans, and the more likely you can work around them. You’ll require less leeway time as you become more experienced with trade show booths, but in the meantime give yourself a lot of time for errors.

4. Nobody Wants To Help Track Leads, But Everyone Wants To Help Design The Exhibit

As soon as word gets out that you’re designing trade show displays, everyone in the office will want to help. Yet as soon as you get back from the convention, all those helpful hands will be too busy to actually track the leads that your trade show booths produced. If you want to incentivize them to help, let them know that there will be no new units unless this year’s trade show displays show great results.

5. Your Trade Show Booths Are Most Likely To Break In The 10 Minutes After Show Closing

When the convention is over, everyone packing up their trade show displays is suddenly in a rush to leave. With all the commotion, it can be easy to accidentally harm your trade show booths and cause costly repairs. The trick to avoid this is incredibly simple: just let your staff know that they must handle your trade show displays with care, and take your time if you’ll be packing up the trade show booths yourself.

6. The First Lead Is The Hardest

Getting started with selling at trade show displays is the hardest part. Once you’ve made a few deals, you’ll know how it works. Until then, just stick with the techniques you know. Engage the lead, qualify their intentions, present your product, and then close the sale. You’ll get the hang of it!

7. You Might Get Addicted To Trade Show Displays

After a few times working at trade show booths, you’ll either start to dislike the time on the road, or you’ll find yourself starting to love it. Many people thrive on the thrill of being near clients, working directly with people inside trade show displays. No matter how you feel about the experience, you’ll come away knowing that you did your best at the trade show booths, and that you’ve made a positive contribution to your company.

16 Ideas To Break The Monotony And Increase Results At Trade Show Displays

Sunday, March 20th, 2011

Whenever your company markets with trade show displays, your first priority is to be a strong representative and advocate of your product. Professional behavior at all trade show booths is a must.

Although you want to be serious and work to track down and qualify leads, sometimes the seriousness at trade show displays can become monotony and inhibit your ability to get things done. Your staff needs to be able to engage people who come to your trade show booths, and these tips can help liven them (and you) up.

  1. Go to the nearest trade show displays and ask the staffers what they do poorly. Enjoy their discomfort as they answer.
  2. Treat every new visitor at your trade show booths like your new best friend. Remember, they’re a person too – don’t treat them like a number in your sales reports.
  3. Take the funniest staffer at your trade show displays out for a nice dinner. Continue to do this daily for as long as you’ve got the trade show booths up, and even after!
  4. Play the trade show booths “drinking game”. Walk through the trade show displays carrying a bottle filled with water. Whenever a staffer asks you how you are, say “fine”, swig the water, and continue walking.
  5. Count the number of trade show displays you can pass before one of the staff tries to engage you.
  6. Collect some of the freebies that nearby trade show booths are offering. Be sure to give them back…to different trade show displays!
  7. Conspire with your co-workers to try working uncommon words into your conversations with people who visit your trade show booths. Try words like scurrilous, schism, or refractory for a challenge!
  8. Challenge your co-workers to find the worst/best/most (fill in the blank) of the convention day. The loser is responsible for buying lunch for the entire trade show booth sales team. Some great examples include most tacky trade show displays, best booth typo, and worst product description.
  9. Make a point of thanking every person who helped your trade show booths become reality, including the visitors who are currently making the trade show displays successful. Being thankful can be surprisingly fun!
  10. Before you see any other trade show booths, set up a bet with all your fellow attendants. Challenge each other to guess what the new trendy color will be. Loser buys drinks of the same color they picked!
  11. Bring your visitors in on the fun with a unique activity that communicates your message and is a lot of fun.
  12. Keep track of how many attendants trip over various utility cords. Extra points for every layer of safety protection designed to prevent trips and falls.
  13. Spread some smiles! Smiling is contagious; once you start, you’ll be surprised how many others take it up too.
  14. Plan ahead, and decide what you’ll do when you’re not at the trade show displays. What unique local attractions can you see?
  15. Set up a friendly competition with your co-workers to see who can generate the largest volume of qualified leads for the day. The loser buys drinks that night!
  16. Get a co-worker to put a sign on your back stating,  “ask me about (your business/product name) and you can kick me”. Walk around to the other trade show booths and see who asks you!

Why Traffic Flow Matters At Displays For Trade Shows

Saturday, March 12th, 2011

All good trade show booths are designed to catch the eye of visitors and educate them about the products inside, but the best trade show exhibits are designed with an additional goal in mind: achieving a good flow of traffic. Traffic flow can be an easy thing to overlook, but it is a vital element. Traffic flow ensures that people feel comfortable entering displays for trade shows. It ensures that staffers at trade show booths can reach visitors and communicate the company message and keeps visitors from being lost in the shuffle. While it may seem overwhelming to tackle problems with the flow of pre-existing trade show exhibits, the task is less difficult than you’d think. All it takes for new and old trade show booths alike is a little bit of planning.

Your Displays For Trade Shows Can Become Traffic Friendly

If you have already designed and manufactured your trade show booths without an eye for traffic, don’t worry: it’s almost certainly not too late to ensure that you get the right flow. Even if your displays for trade shows are not modular, you can still adapt them with a few simple changes. Flow happens in the middle of the displays for trade shows; the edges of your unit act as a boundary for visitors, but do not typically act as an impediment to traffic flow. The only things that do impact it are mobile, rather than pre-determined elements attached to the trade show booths. For example, you might have chosen to place a table or chairs in the middle. They might presently be impeding the traffic flow in your trade show exhibits, but they are an easy thing to move.

The Solution For Good Trade Show Booths Isn’t Always More Empty Space

In a theoretical world, you would be able to fill every inch of available space inside displays for trade shows. People would be willing to cram themselves in as tightly as possible, and no one would ever be bothered by it. In the real world, there is a certain amount of personal space that will remain between individuals no matter how tightly packed the crowd may be. The key to good space planning is to maximize the useable space and minimize the awkward areas that stop people from experiencing everything your displays for trade shows can offer.

One of the best ways to achieve this is to structure your trade show booths around a “guided tour”. This tour would have a defined starting point and an endpoint, and tell the story of your product or service along the way. It helps guide the flow of traffic while also ensuring that your staff has an opportunity to speak with virtually everyone who comes through your trade show exhibits.

Create Traffic Maps For Trade Show Exhibits

Whenever you are examining flow, by far the best way to conceptualize it is with a scale model of your trade show booths. This model should account for things like personal space, and allow you to move individuals around as well as moving features of your displays for trade shows around the space. Planning things out on paper beforehand will help you ensure that there are no mistakes, while also ensuring that you get the results you’re hoping for at your trade show booths.

6 Things You Need To Know To Get The Most Out Of Your Trade Show Displays

Thursday, March 3rd, 2011

Success with trade show booths requires you to understand and master a host of disparate techniques. While you might not get it on your first try, these tips will help you have a successful experience with your first trade show displays and prepare you for even greater success at your second, third, and on into the future.

1. Know The Customers Inside And Out

The goal of marketing is to show customers how your product fills their needs, and marketing with trade show booths is no different. In order to successfully communicate with customers at your trade show displays, you must first understand what their needs are so you can help them understand how your company helps. Market research will reveal many important things that directly boost your ability to make sales at the trade show booths on the convention floor. You’ll need to know how they shop, whose opinions they trust, and what they’re looking for. For specific B2B customers, know their position within their company as well as their company’s position within the industry before they ever come into your trade show displays.

2. Customers And Visitors Are In Control At The Trade Show Displays

The Internet has completely changed the way things work at the store and at the trade show booths. Now, your customer has many other places they can find what you’re offering, even if you previously had a near monopoly. You can no longer push your product on a client; instead, your staff needs to learn what the client wants so that they can present your product as a way to solve the client’s needs. Trade show displays are a great venue for this, and when done successfully, it can have amazing results.

3. There’s No Such Thing As Too High A Return On Investment

You should constantly be measuring your ROI from trade show displays and constantly working to improve it. Measuring should be more than a means for justifying the impact of the current programs and trade show displays; it should be used to discover what’s working about your trade show booths, and what might warrant a change before the next convention.

4. Join Forces With The Sales Force

The strongest companies are discovering that when sales and marketing teams collaborate, the results can be truly astonishing. Sales people have a wealth of information that you can use at the next trade show displays. They’ve had recent one-on-one interaction with the people you’ll be meeting. They know what they want from trade show booths, and what they want to avoid. They can help you generate a lot more leads from trade show booths in just one conversation.

5. You’re Never Finished Educating Yourself

The fundamental goal of marketing may never change, but the techniques and trade show booths certainly do. You need to keep your finger on the pulse of trends in trade show displays, and of overall marketing adaptations. You owe it to your company to bring in the latest and best techniques, preferably before your competition.

6. Don’t Forget To Market Your Successes To Management!

Budget cuts are making it hard for some managers to justify an expansive marketing budget. If your trade show booths are particularly successful, you need to make sure management knows that they worked well, and that it was your doing. Keep track of all the relevant metrics from trade show displays and present it after a show. You’ll see greater job security if management knows you’re a key to success.