survival of the fittest booth camp 2.10.11

1

Survival of The Fittest

2011 EXHIB-ITor Series

Sponsored by:

2

Exhibiting TrendsExhibiting Trends will

ImpactYour Trade Show Display

Booth•Time limitations by attendees

•There has been an increase in buying teams at

events

compared to a single company representative

•Experiential exhibiting

•Focused attention on building current customer

relationships

•New registration technology

•Aesthetic mood setting elements

3

Our mission at Exhib-it! Tradeshow Marketing Experts is to go beyond just the tools of a great booth and graphics.

We will teach you all the proven ways to turn that precious 3.8 seconds into a lasting and profitable relationship with your tradeshow visitors and customers.

It's all about you and your objectives from exhibiting.

EXHIB-IT! Tradeshow Marketing Experts

4

Distinct Phases of Trade Shows

•Pre-Show•At-Show•Post-ShowEach must receive proper attention in order to maximize your return on investment.

It is important to know that: “The average attendee spends 8.2 hours visiting exhibits at a show. Attendees at retail shows visit exhibits for approximately 9.0 hours, 1.2 hours longer than the average attendee.” Exhibit Surveys Inc. 2009

5

•Show Selection

•Budgeting

•Staff and Booth Selection

•Pre-Show Promotion

Pre-Show

6

Define Your Objectives

Reasons to Exhibit

• Introduce new products.

• Make contact with distributors.

• Builds relationships.

• Generation of Leads.

• Cost of closing a sale is cheaper.

• Levels the Playing Field.

What kind of business are you in? Do you sell software? Cars? Manage a luxury hotel? None of that really matters. When you exhibit at a trade show, you become a card-carrying member of the IDEA industry.

7

Show SelectionThe Five-Step Shuffle Selecting the shows

that will help you meet your goals.

Net attendanceX % which is your target audience X % interested in your products= Size of potential audience

• Research your company’s marketing and sales objectives.• Seek feedback from current and prospective customers.• Create a master list of shows.• Analyze the master list.• Create a short list of shows that meet your expectations.

8

•Show Selection

•Budgeting



Pre-Show

9

Here are some practical, easy and creative ways to stretch your budget.

• Proper planning.• Promotional

production.• Buying a display.• Display graphics.• Packing supplies.• Literature.• Transportation. • Travel.• Show services.• Setting up.

Effective Ways to Manage Costs

http://www.exhibitoronline.com/exhibitormagazine/APRIL04_pagesets/largeviews/showtrends/showtrends2.html

10

•Show Selection

•Budgeting



Pre-Show

11

Staffing

• Select people who want to be there.

• Realize everyone is an ambassador.

• Encourage personal goals.• Get top management support.• Keep the team informed.• Create a positive, fun and

reinforcing environment.• Know your staff.• Review performance.

Staffing your company’s display at a show is hard work and staying motivated can often be a real

challenge.

12

•Show Selection

•Budgeting



Pre-Show

13

Pre-Show Promotion Techniques

• Invitations• Public Relations• Advertising• Web announcements • Incentives• Choose a consistent format,

tone and style• Keep it simple• Partner up

Don’t Just Rely on Show Management!

14

A Question of Space

• “How does our 10x10 space not get lost in the larger exhibits on the show floor?”

• Use lighting – increases awareness by 30 to 50%

• Keep it simple – feature your top one or two products

• Use bold colors that stand out and separate you from the crowd

• Invest in fewer and larger graphics with minimum wording

• Be proportionate – leave space for attendees and staff, keep kiosks and reception counters to a reasonable size for the booth space

15

Show Stopping Displays!

We have just THREE SECONDS to get their attention

at a tradeshow-- so we need to make sure we are addressing THEIR NEEDS as clearly as possible.

REMEMBER THE SIMPLER, THE BETTER!!!

16

Helpful Design Tips• Use as little copy as possible• Single unifying theme• One basic message• Provide a single focal point • Ambient light• Profile cut graphics grab

more attention• Avoid accidental distractions• People like maps

Bonus TipDON’T LOSE TRACK OF YOUR PRIMARY MESSAGE!

17

At-Show• In-Booth Activities

• Entertainment• Education• Games

• Tradeshow Giveaways & Collaterals

• Qualifying ProspectsHow hot is the lead?

• Communicating with prospects Speak your prospect's language.

• Follow-Up System for New Leads

In-Booth Activities• Do’s:

Entertain Educate Generate New Leads

• Entertain:

Attract crowds by leveraging the power of natural human curiosity.

Offer attendees the chance to participate in interactive games, in exchange for filling out contact cards:

In-Booth Activities

1. Live demonstrations

Discuss the pros and cons of each product and how each product is used best.

Keep up with your competition - attendees use trade shows to compare and contrast competitors.

Provide information on how and where you can use your product outside your booth:

In-Booth Activities2. Distribute Promotional Items

Make sure your items are clearly labelled so attendees can follow up post-show.

Items should be decorated with company contact information and logo

Booth Ideas That Attract Visitors

• Generate New Leads

Use all activities to generate leads.

1. Have all participants fill out contact sheet before participating in all activities, games or demonstrations.

2. Qualify prospects

3. Communicate with your prospect in their language.

4. Create a follow-up System for New Leads

22







04/11/23 23

• Draw traffic to your booth• Create recall after the show• Provide contact information in a unique, memorable way to prospects. • Convert cold prospects into warm leads.

Event attendees are 52% more likely to stop by your exhibit if you have an appealing promotional item to give them. (According to Incomm Center for Trade Show Research and Sales Training 2010)

Setting common giveaway goals

Tradeshow Giveaways

04/11/23 24

Choosing the Most Effective Giveaway

• Does the item complement your company and product image?

• Do the giveaways you want to purchase match your budget?

• Are you able to easily imprint your key contact information and message on the trade show promotional item?

• Will you be able to get your shipment in time for the event?

• Is your giveaway unique and different from others you’ve seen?

• Is the item something YOU would like to have?

Tradeshow Giveaways

25







26

Breaking the Ice

• Do ask open question.

• Do focus on business.

• Don't ask a question if you don't want to

know the answer.

• Don't ask a question if you don't know

what to do with the answer.

27

Questions that Qualify Prospects

Don’t spend unnecessary time with visitors you cannot help. Use the ACTION strategy to find your best prospects.

Authority: “What is your role in the company?”“How are the decisions about new products made.”“Who is going to have greater use for this product?”

Capability: “Tell me a bit more about your company.”“How many employees do you have?”“Do you have a budget set aside for this upgrade?”

Time: “When do you want to proceed with this idea?”“How soon should I contact you to set up an appointment?”“When is the next open to buy?”

Identity: “What is your Name and Company name?”

Obstacles: “Have you worked with our company in the past?”

Need: “What are you hoping to find at the show?” “Tell me a little about your situation now.” “Do you use this technology now?”

28







29

How Hot is your prospect?

Six types of show attendants to know and identify:

1) Edgar Done

2) Emma Hope

3) Alley McMate

4) Anita Job

5) Jay No-Way

6) Moe Lassis

Four Stage Booth Process Will Change Accordingly

1. Ice Breaker2. Information Gathering3. Presentation4. Disengagement

5 Generations in the Work Place

Traditionalists (Matures)Born Prior to 1946

Baby BoomersBorn 1946-1964

Generation X Born 1965-1981

Generation Y (Millennials) Born 1982-1995

Generation Z Born 1996- 2009

31

93% of peoples' impressions of others are not directly related to what they say but how they say it.

Birds of a Feather…The best staffers communicate in the prospect's style, not their own.

Understanding different personality types:

To be successful at shows, you must understand and recognize the personality type of the person you are talking to.

Your goal is to determine their personality type so you can talk to them based on how they receive information.

Each person has a primary personality type (80%), and a secondary personality type (20%).

The goal is to determine their primary personality type within the first 60 seconds.

Each person’s personality type can be recognized based upon how they act, dress, speak and move.

We must know our own personality type to communicate successfully.

04/11/23 32

Having good communication skills is for the birds!

Eagle

PeacockDove

Owl

Birds of a Feather…Which Bird are you?

THE EAGLE

DISC “Red or also known as the High D” = The Dominant Bird Eagle.

Inspire and Decide like an Eagle

The Peacock

DISC “Yellow or also known as the High I” = The Influential Bird Peacock.

Influence like a Peacock

The Dove

DISC “Green or also known as the High S” = The Steady Bird Dove

Be a Team Player like a Dove

The Owl

DISC “Blue or also known as the High D” = The Conscientious Bird Owl

Problem Solve like an Owl

37







38

Lead Information Card

Be sure you ask Qualifying

Questions from

your own Industry

and obtain critical

key information

from your prospect.

39

Post ShowThis is your chance to really shine as a company!

Frightening tradeshow facts:

“-30% - 45% of leads that were not considered viable opportunities by the sales team actually became sales ready opportunities within 12-months.” Ultimate Lead Systems 2010

Lead Follow-Up

• Make your follow up timely

• Use the information from the Lead Generation Card

• Reinforce your exhibit theme in your follow up to help with recall

• Always respond in the way the prospect told you to

40

This information is confidential and proprietary to EXHIB-IT! Tradeshow Marketing Experts may not be reproduced or further disclosed to anyone other than EXHIB-IT!

Tradeshow Marketing Experts and affiliates without written authorization.

Questions?

Thank YouFor Your Attention!

survival of the fittest booth camp 2.10.11

Business