Print, Design & Websites
Posted: February 28, 2014 • Posted in: Marketing Tips
It’s not just what you do at an exhibition.. it’s also how well..
Your business’s continued success largely depends on its ability to attract new customers.
However, finding new contacts – and establishing a meaningful dialogue – can be extremely time-consuming.
Exhibitions and events can give you the opportunity to condense a vast number of ‘meet and greets’ into just a few days.
Whereas other marketing activities may result in initial contact via the phone, email or post, exhibitions offer you face to-face interaction with new prospects – so you can accurately ‘qualify’ the potential of each sales lead and rapidly develop closer relationships.
Incentives for visitors
A competition could entice visitors onto your stand… and help you to capture contact information. Limited period offers – for a ‘free initial consultation’ or ‘special exhibition price’ – can also help to boost interest.
Branded gifts – especially those that end up on the visitor’s office desk – can keep your contact information in front of the visitor over the long term.
Stand etiquette
The general appearance of your personnel contributes to the overall image of your business:
Motivate your personnel
Keeping up sales performance throughout an exhibition calls for stamina. Incentive schemes
that recognise achievement could help to motivate staff, by providing rewards for:
… either on a daily basis or across the entire event.
Prioritising your sales leads
Grading your sales leads can make it easier to prioritise follow-up activities. Grading
factors could include:
Capitalise on free publicity
Ask the event organisers for names of journalists and publications that have been invited to the event – and establish contact with any that are relevant to your market.
Place press packs – including a ‘company backgrounder’ and your latest press releases – in the press office before the event starts.
