|
EXHIBITION TIPS - GET RESULTS |
| |
| Useful tips and advice for exhibitors on how to get the best
results out of staff and visitors at an exhibition.
|
| |
|
Quiz your clients - Questions are great to get your potential clients talking. Try not to ask questions that will have a yes or no answer. Ask open ended introductory questions like; "what are your reasons in attending this exhibition?" or "tell me about a particular project you are working on". These questions will help you determine if your company can help them. If you are demonstrating equipment and products, keep your client interested by asking, "what do you think of this product and how does it differ to what you're already using?" When you feel the discussion is drawing to an end, you need to investigate how to obtain invitations to quote and to keep in contact. Find out what criteria they look for when choosing a new supplier, (i.e. customer service, quality etc). Don't foget to ask if you can send them some information and then give them a quick call in a few days time!
|
| |
|
Follow your floor plans
- When you receive the floor plan of your proposed venue, the first thing you may look at is where your main competitors at the exhibition are positioned. Other elements you may want to consider are: traffic flow; if attendees see a dead end they may not want to proceed further. Pillar locations; will this cause restricted views to your exhibition stand? If the pillar is in your stand area, use this by creating a graphics column to promote your services. Lighting; will you need extra lighting if situated in a dark area?
|
| |
|
Practise makes perfect
- It is always a good idea when purchasing or hiring exhibition equipment to have them delivered a couple of days in advance. You can then practice assembling the displays and if anything has been forgotten, you have time to organise additional materials. Make a note of all your suppliers' contact details and take them with you on the day. If you've not had time to practise and you have difficulty putting the trade fair equipment together, you can always give your supplier a call for help and advice. All good suppliers should offer free advice ad after sales assistance as part of their customer service policy.
|
| |
|
Make an impact
- To get peoples' attention you must stand out from the crowd, therefore using conventional box shape of you stand area maybe the reason that a potential customer walked past your stand and straight into your competitor's!
With the hundreds of different exhibition displays and graphic solutions on the market today, it has never been easier to make a conventional stand look professional and stunning. The use of display units with eye catching imagery, together with effects such as backlight photographs and light boxes would detract from the usual cube shape of a trade fair stand and create a more 3D look.
|
| |
| Memorable mailers
- Many people make the mistake of not making it completely clear what their company does. People visiting your exhibition stand or receiving mailers after the trade fair show, need to know who, what, where, when and how - immediately! Your customers are more likely to want to know this information in the first few lines of text on a mailer or made clearly visible on a exhibition stand, so keep it simple, short and let the images do all the talking.
|
| |
| Less is more with literature
- Don't go overboard with the amount of literature you take with you to a exhibition. Only take what you consider to be a sufficient amount and only hand out your information packs to the best leads. There is no advantage in giving literature to everyone and receiving no contact details or enquiry from them in return. Why not ask for their name and address and suggest that you'll send them the information in the post instead? Aim to send out packs before the end of the event or just after the show has finished. Make sure you mention something in your correspondence that will remind them of your meeting. When they are back in the office sorting out what company`s leaflets and brochures to keep, they are then less likely to throw away your literature, and you then save on wastage.
|
Activteam 
