Trade Show Marketing: The Harvest Time of Harvest Times

A Large, Self-Selected Market Remember, it ALL starts with the market… Content Time and Effort Money Exceptions – To Poor – Price Shoppers – DIY’s – Professional Free-loaders

Getting to Them EARLY!

Other Benefits Unbelievable Efficiency Networking Opportunities Past Customer Reconnects

Key Differences in Trade Shows Fleeting Opportunity Compressed, High- Intensity Harvesting Healthy Paranoia and Preparedness

#1 Make Sure You Stand Out

#1 Booth Set Up

#2 Booth Position Proximity Entrance (Flow of Traffic) Nearness of Attendees of Focal Points – Distance & Coverage Distractions Congestion & Intent

#2 Booth Placement

#3 Get Office In Order Meet with Staff Deal with Potential Problems Postpone High-Risk Services Forward Phones Schedule Relief Work Periods

#4 Staff Your Booth Adequately Make Sure You Have the Staff Members – Don’t miss leads (engager) – Talk to the customers to filter (in booth) – Set up the estimates (in booth) When you miss them, they’re gone Reduce stress! Calculate the cost…

#5 Actively Engage Every Attendee If you don’t engage them, you don’t get them Example: How I can’t find people They will talk to you if they talk with them Don’t text, chitchat, skulk, or sit…

#6 Offer and Amazing Give Away Large perceived value means more attraction Use the amazing giveaway all year long Pitch with collateral and signage

#7 Offer an Engagement Device Oversized and Oddly Shaped One Side is About the Giveaway Reverse is About Your Business

#8 Capture Contact Information Give Away Form & Consultation Request – Name – Phone – – Address Service Checklist Other Information

#9 Rank Lead Quality Rank A, B, C, D, E or F Market to them differently Approach them quicker “Trash” the really, really bad leads.

#10 Schedule Consultations on The Spot Get someone to help Bring a laptop Bring a schedule book – You can lose them – They can forget you – Something can happen

#11 Pre-position Yourself Script of “what to expect” What to expect one- pager

#12 Market Best Leads with Second Prize Goal is to set up consult Free Service or Related Gift Dollars Off Follow Up – Mail (tangible certificate) – Call – – Repeat

#13 Worst Prospects?? Should you segment? only? Reduced follow up sequence? You can’t judge a book by the cover

#14 Track Your Success Trade Show Expense Quantity of Leads Estimates on Spot Estimates from Follow Up Total Sales Generated Total Profits Generated

#15 Capture Long-Term Value Campaign Marketing Continual Marketing Cheap Marketing – Do the math…

Questions?