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Step 1
Select the Right Show.
Anywhere there are people, there is a very good chance there are prospects for whatever your product or service is. However, it is possible to be in the wrong show. Ask the show producer for the demographics of who has attended in the past. Get a list of exhibitors for the prior 3 shows and look to see if exhibitors are returning again and again. Call at least three of them for a reference. -
Step 2
Create an attention-getting display. A display at an tradeshow serves one function: to attract attention. It does not make sales, train or inform people. It's function is very similar to that of a roadside billboard. A person walking the show floor has 3-5 seconds to determine what your company has to offer before they look away at something else.
Describing clearly what solutions you offer will invite interested people to stop and ask questions. -
Step 3
Prepare your staff. Be clear about your motives and objectives. By informing that you are looking for 3-5 new customers can make them more successful at achieving those results.
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Step 4
Qualify Prospects. Asking qualifying questions will weed out the serious shoppers from the browsers. You have a qualified prospect when you have the contact information, and permission to follow-up, with someone who has the financial resources, motivation and authority to make a purchase of a the product or service in the short-term future.
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Step 5
Establish Effective Follow-up. The competent completion of the previous steps will result in efficient follow-up after the show. Failing to complete this step makes all of the others a waste of time and money. Follow-up on show leads within 48 hours of the close of the show.
Comments
EVA-The-Diva said
on 11/12/2008 Thank you!
iamageniuster said
on 11/12/2008 Cool article. 5 stars!