Exhibiting Tips

• You will save money and time.
• You will get what you need, when you need it.
• Your show experience will be productive.
• You will reach your show objectives.

If you don't take time to read the manual.

• You may encounter higher costs.
• You may not be able to obtain the services and supplies that you will need.
• You may encounter frustrating delays and inconvenience.

It takes less than half an hour to read the Exhibitor Information Manual. Take the time today to read it and pay particular attention to dates and deadlines.

Remember to share the important information the Exhibitor Information Manual contains with everyone who will be involved in organising your show experience to make certain it is a success.

2. Pre-show Promotion
PROMOTE, PROMOTE, PROMOTE. Take control. Don't leave your success to chance. A profitable experience at any expo depends on what you do before the show to ensure your clients and prospects come to you.

Statistics prove that attendees come to an Expo with a set agenda of exhibits to visit. Your pre-show promotional activity can get you on that list. Expo attendees respond to invitations offering compelling reasons why they should visit a particular exhibit.

The invitation can be in many forms - direct mail, telemarketing, advertising, promotion, personal invitation, Show Specials - just as long as it provides meaningful information (a little creativity helps too).

Here are some other ideas on how to get your invitation out to your target audience:

• Advertise in the National Tradesman's Expo catalogue.
• Add a tag line to all your existing advertising and correspondence (including faxes) with National Tradesman's Expo dates and venue, your stand number and an invitation as incentive to visit.
• Issue press releases announcing new products and services, key people attending the Expo and special show promotions.
• Hire a celebrity or promotional staff to be at your stand.
• Provide complimentary passes to your clients and prospects.
• Mail personal invitations two weeks before the show and set up on-site appointments.
• Mail out cards redeemable for a gift from visiting the booth.
• Make telephone calls to your key prospects just prior to the show with a personal invite.
• Tell visitors not to underestimate the time they will need at the show.  There are lots of displays and products to see and try and most visitors will spend an average of 3 hours at the show.  Encourage your customers to come in the mornings when it is least busy and you have more time to spend with them.

3. It's Showtime!

• Target customers/prospects onsite and schedule specific appointment times during the show.
• Practise qualifying lines with your staff to ensure the database you collect is strong and relevant.
• Develop easy ways to qualify new prospects such as collecting business cards or conducting a competition.
• Hand out novelty giveaway items with your company name, phone number and website address printed on them.
• Distribute discount coupons available only at the show that are valid for a specified time period after the show

4. Follow Up The Business
Post-show activity is the most frequently neglected stage of exhibiting, yet the most critical in the securing of business. So, immediately following the show, make contact with all prospects and customers who visited your stand.