Trade Show Success: Part Two

Last time we taked about pre-show prep. Personally, I think this is the most important element of successful exhibitors and where the vast majority of time, effort and investment should be made. But assuming you've taken care of all the pre-show details, here's a short checklist for the next step.

At the Show
1. Get set up early, just in case something is missing or damaged in transit - You'll have time to find replacement parts, hire a contractor, or replace some broken light bulbs before the action begins.

2. Distribute your press kits to the pressroom - Find the pressroom, and drop off your kits. Usually 25 or so will be plenty.

3. Stay upbeat. People like dealing with ‘winners’ not whiners - We've all walked pass a booth with someone sitting on a chair, scowling, and trying not to make eye contact. Why spend so much money to be unpleasant or un-engaging? Have fun! Stay 'up.'

4. Have a good follow up system (scanners, laptop, cards) - Your show may offer electronic scanners to collect information on people who visit your booth. I get no kickback from these people, but I think it's a valuable show add on. The detail of information you get from one of these scanners is tremendous. However, I would still keep handwritten notes if you talk about specific items for follow up.

5. Treat your leads like gold—they are what you came for!

6. Read the show dailies and walk the show. Your competition is doing the same thing to learn about you.

Enjoy the show. But more importantly, be ready to sell. If you have questions about preparing a powerful trade show plan, contact us. We want you to succeed.