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30 secrets to exhibiting success

  1. Top sectret typingOn average 75 per cent of visitors to an exhibition are there to buy or plan to buy in the future.
  2. Exhibiting is the most cost effective way of getting your products and services in front of customers.
  3. Exhibiting is the only medium which allows you to interact with potential customers, using all the five senses.
  4. Decide why you are exhibiting and what you wish to achieve. Have some specific, measurable targets in mind. For example, get 300 qualified sales leads or conduct 50 research interviews.
  5. Design your stand to help deliver your objectives.
  6. Have one person in charge of every aspect of the exhibition.
  7. 80 per cent of stand success is down to staff, so train them.
  8. If you can invite people, do. If you don't your competition will.
  9. Formulate a plan to categorise leads for follow up.
  10. At the show, let people know you are there, advertise.
  11. Don't ask closed questions.
  12. Keep your conversations with clients short and concise.
  13. Turn off your mobile phone.
  14. Focus, get all the details you can from your prospect.
  15. Make a rota, so everyone knows where he or she is and what he or she is doing, when.
  16. Make eye contact and smile.
  17. Listen to your prospect and sell benefits not features. For example, this is good for you because...
  18. Go for it! Have staff whose presence says "Hi, how are you?".
  19. You and your staff need to look fresh and feel fresh.
  20. Use all five senses to attract people to your stand.
  21. Have daily team debriefs.
  22. Classify all leads.
  23. Don't eat whilst on the stand.
  24. Don't get into conversations about products you do not know, ask another team member to help/demonstrate.
  25. Remember why you are there, stay focused on your objectives.
  26. Talk less listen more.
  27. Conduct a show debrief with the stand team.
  28. Follow up leads, you will need to contact them at least six times.
  29. Make use of all the information you have gathered.
  30. Book early for next year.

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32. Be sure to use a reliable high quality supplier for your exhibiting equipment, there is nothing worse than a shoddy looking display stand, the worst culprit being the misaligned pop up stands. Your stand should have good quality graphics to convey the right image for your company and not be overloaded with too much text and imagery. Simple artwork is most effective in catching the eye of exhibition attendees.

For a quality display on time try visiting www.exantia.co.uk

Tue, 26/01/2010 - 14:00 — shakeel sadiq

Fabulous list! Taking extra strong mints and water is important for creating a great "fresh" impression too ;-)

Tue, 26/01/2010 - 13:37 — fiona humberstone

31. Make sure you have a great giveaway promoting your brand and message, This is especially true if your competitors are there. People love a freebie and will be attracted to your stand because of it. Take care when choosing the Promotional item and make sure it delivers your message on brand.

If you would like ideas on Promotional Merchandise for your next exhibition then contact href=”http://www.outstandingbranding.com/about_us”target=”_blank”>Outstanding branding

Fri, 15/01/2010 - 09:11 — Outstanding Branding

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