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101 Tips for the Trade Show Exhibitor


What companies, represented at the fair, should prepare before exhibition starts? Here there are 101 tips that must be read by exhibitors. These tips will allow you to prepare for the exhibition staying at home and help the following exhibitions to run smoothly.

1.Prepare in advance: planning and preparation work for a major trade show might take around 12 months.

2.Before the show prepare 3-6 sales techniques which will attract your customers

3. Create the right first impression: have a customer-friendly attitude.

4. Create a booth that makes visitors feel comfortable.

5.Encourage visitors to want to spend time with you.

6. First build a rapport with potential customers, don’t be in a hurry to sell.

7. Ask questions that stimulate thought and encourage conversation.

8. Ask open-ended questions - beginning with who, what, where, when, why or how.

9. Relate questions to the industry, product/service and its benefits, or to a specific situation.

10. Avoid trite questions, such as: "Can I help you?"; "How are you doing today?"; "Are you enjoying the show?"

11. Practice, practice, practice.

12. Initiate preshow promotions.

13. Set measurable goals for the show.

14. Keep even gender balance in your booth.

15. Remember the 80/20 Rule... Listen 80% - Talk 20% - Those who listen are the most successful.

16. Be genuinely enthusiastic about your products and services.

17. Think neatness and visibility when putting your trade show displays together.

18. Build the impression of demand into your trade show displays.

19. Use a prize draw or contest to get people to your booth.

20. Make it easy for booth visitors to get information and that you have plenty of promotional literature on hand.

21. Be ready to do business.

22. Have your trade show displays manned at all times.

23.Send friendly, personable people with a genuine enthusiasm for your company, its products and services.

24. Cut the dead weight - All staffers should engage attendees, if someone isn't engaging, tell them to take a break or walk the tradeshow gathering information.

25. Research the trade show before you commit: Does it attract a large number of people from your target audience?

26. Involve top management in the planning process: You'll get better results from your team if they know upper management is supporting their efforts.

27. Send e-mail reminders and a direct mail campaign to loyal customers and strong prospects before the show, urging them to stop by your booth.

28. Plan for security as needed: you don't want expensive prototypes or demo models 'walking away'.

29. Brief your team on common trade show espionage practices and how to defend against them.

30. Send enough people to ensure adequate trade show booth coverage throughout the show.

31. Give each booth staffer a specific role, with job expectations clearly spelled out.

32. Stress the value of friendly greetings, polite manners, and appropriate body language.

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