Perfect Portables Displays
Trade Show Tips and Secrets

• Quickly qualify the people you talk to. Ask what they do at their firm, when they plan on using your products or services, etc. Do not waste time with anyone who is not a potential customer.
• Invest in pre-show marketing. Make sure your sales people are made aware of your trade show schedule weeks in advance and they mention it to the appropriate contacts. Give your trade show appearance prominent placement on your company's web home page.
• Keep your message simple. From 20 feet away people should be able to tell who you are and what you do. A simple message such as "Help For Teachers " or "Cars for You!" is all you need. Present them with details later.
• Get to know the trade show organizers. They are excellent resources and it is in their best interest to make your attendance a success. Ask them for comments and criticisms on your booth. Request to give a seminar in your areas of expertise.
• Do not use magicians, babes in bikinis etc. to attract people. They do attract, but this crowd can keep real customers away. The same holds true for raffles, candy dishes, etc.
• Follow up on all sales leads generated. Make this a priority. A trade show is designed to help you make contacts leading to sales. Do not depend on the people you meet to get in touch with you.
• Do not rely on hand outs, etc. They tend to get lost in the shuffle and are rarely read.
• Freebies (if any) should be utilitarian and have your company name and phone number imprinted.
• Establish rules for the personnel working in your booth. There should be no eating or drinking, except possibly for water ( hidden). In many cases, sitting is not permitted. Your booth personnel should always be attentive to the customers.
• Do not be discouraged if you do not make any deals at the show. A lot of successful shows end up that way. Remember: the real value of a trade show is in the leads it generates.