|
Articles about marketing strategy
>>
Trade Show Success
Trade Shows are a great opportunity for owners of small and medium sized businesses to meet people they otherwise might not have the chance to meet. Local Chambers of Commerce often have a Small Business Showcase at least once a year. Unfortunately, Entrepreneurs often leave opportunities undiscovered because they don’t follow simple rules. Here are some I follow:
Rule #1
You are not here to sell, you are here to meet people and start the formation of relationships with people who may become clients. Don’t waste time in lengthy conversations. Find out specifically what they want to talk about, get contact information and arrange to get in touch with them, and move on. Don’t let 6 possibles walk past while deep in conversation with one.
Rule #2
Seize control of the contact. Get their contact information to send them some information, call them for an appointment etc. If you simply give them your card so they can call you, you have wasted a card, they won’t call you!
Rule #3
Don’t hand out piles of information – it’s a waste. If you have given them the information, there is no reason to talk after the show and you will miss a chance to sell yourself. You may also be giving your secrets to the competition.
Rule #4
Do what you say! Upon return to your office after the show, get in touch, send them stuff, follow-up! If you have a draw, it’s a great opportunity to touch base with an email or a letter. “Just to let you know the draw winner was....”
Rule #5
Keep the booth or table top clean and free of food, paper, stuff, catalogues etc. Your booth or table topper should have signage at eye level, and be relatively clean and clear of clutter. Store stuff underneath or behind or don’t bring it.
Have fun! You are a “PEOPLE PERSON” so go get some energy from people”. I love Trade Shows and find the people watching really interesting, besides having an opportunity to find out about all the new things available.
|
