One out of every two trade show attendees is planning to buy at least one product exhibited as a result of attending trade shows, according to Exhibit Surveys. Attending a trade show can connect you with eager buyers, give your business a boost and turn your product into a household name. But finding the right trade show and earning success takes careful planning and a winning strategy.
Find the right trade show
Going to the trade show as an attendee is the fastest and most insightful way to figure out if the show is right for you. It’s not enough to simply book a trade show and arrive with your booth and supplies in hand. The ultimate goal is to raise brand awareness and nail the sale, but not every trade show is created equal. Showing up with a complex, high-end kitchen gadget to a trade show exhibiting economical and simple dinner tools will only lead to failure and make you stick out like a sore thumb.
Use an online resource like Trade Show News Network to narrow down your trade show options. Look for your target audience, as well as the cost of the show. Forking over several thousand dollars for a deposit for a trade show that just doesn’t fit your product or goals is a waste of everyone’s time and your money. A trade show also can’t give you much return if you’re going into the red to pay for the event. Set aside some extra money in advance to pay for marketing your booth and travel expenses.
Take networking to a new level
It’s a no-brainer to talk to as many people as possible at your trade show and carry extra business cards with you at all times. But there are other ways to network than just chatting up a prospective buyer. Take advantage of a captive audience and use this as an opportunity to meet as many new people as you can. Follow the lead of o-ring manufacturer Apple Rubber, who attended the MedTech World’s Medical Device & Manufacturing West Expo earlier this year. They sourced an entire list of exhibitors before heading to the show’s host city in Anaheim to see who was coming and what ideas to share, as well as downloaded the trade show’s app to keep up to date with news and events from the show.
Apple Rubber also took advantage of the first annual Anaheim Booth Crawl for attendees, which served as a great opportunity to meet exhibitors while enjoying free food and drink. The event gave attendees an excuse to mingle longer without skipping out to eat and helped break the ice.
Make the Right Visual Impact for Your Brand
Trade show booths, graphics, displays and materials have never been more affordable or easier to brand with your logo, colors, and message. Talk to your printer about the huge array of designs and styles in easy to carry or ship, set up and reuse trade show booths and hardware. From pop-up display systems and retractable banners to table cloths, signage, printwear for employees, collateral handouts and promotional items, make your booth stand out from the crowd with you own unified look.
Devour constructive criticism
Learning how to embrace constructive criticism as a means to refine your product is essential for any trade show attendee, but especially for a first timer. Retail buyers and sales reps know what sells and why. This feedback can provide valuable insight about your product you won’t get anywhere else. A good trade show will draw in hundreds or thousands of experienced industry insiders. Rebuking their advice is a missed opportunity to devour high-level feedback and compile more market research data.
Nail your pitch
Master your elevator pitch. Highlight your product’s benefits, features and a short and sweet explanation of how it works. But to really stand-out from the crowd, you need to wow the attendees with what your product can do to solve their problem.
AquaPodKit experienced this first hand at a recent trade show. Entrepreneur reports that AquaPodKit saw their booth failing to attract attention at a hurricane preparedness trade show, so they went to buy a bathtub at Home Depot, put their product in it and filled it with water to show how much it could really hold for a family of four. Soon attendees were lined up to get a closer look at exactly what AquaPodKit could do.
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ImageSmith is now partnered with Extreme Awards & Engraving – our in-house partner providing custom engraved trophies and awards for employee recognition programs, sporting events, and promotional needs. With our new sister company, we will be sharing space, resources and expertise in a collaboration designed to further provide you with one place to meet all of your marketing needs… Under One Roof! Visit them online at www.extremeae.com or call direct at 828.684.4538.