Be a Smarter Marketer - Learn the L-A-W for Trade Shows
People attend trade shows because they are in a specific
industry and want to learn more. They want to know what's
new and how you will help them. So, you print up lots of fancy brochures, develop
demonstrations, have unique gifts or hand-outs - and want
to get rid of it all before the end of the show, so you don't
have to ship it home. If you think your only job as an exhibitor is to GIVE
information, you are wrong. You exhibit at trade shows because you are in a specific
industry and need to keep up with trends. You need to know
what's new and how it will affect you, your suppliers, your
partners and your clients. Trade shows are the ideal time for you to GATHER
information. The show gives you the opportunity to gather
market intelligence that is important to your particular
company. Here are three simple steps to being a smarter marketer: LISTEN for 1. New words. New words means there are changes in your
industry you don't know about. It may be a technology, a
process or a company, but learn all you can while at the
show. 2. New concerns. When people visit your booth, listen
carefully for their underlying concerns about the economy,
competition, mergers, politics, big issues. These may affect
your business later, so begin to prepare now. ASK about 1. What you need to know. Before the show, determine
critical information you would like to have for your company.
Ask other people in your company what they would like to
know, not just what's important to your division or
department. 2. Trends. You don't know everything. People are flattered
when you ask their opinion about changes in their specific
part of the industry. WRITE it down 1. Right now. Trade shows are busy, noisy environments.
You can't trust your memory, so write the information down
on the lead card or other form you will keep. 2. For distribution. After the show, take all the information
you have gathered and write a confidential report about what
you learned. Distribute it to those people in your
organization who need to know and can act on this
information. Three simple steps to make you more aware of your
industry and to keep your company in the forefront. Julia O'Connor - Speaker, Author, Consultant - writes
about practical aspects of trade shows. As president of
Trade Show Training, inc,, now celebrating its 10th
year, she works with companies in a variety of
industries to improve their bottom line and marketing
opportunities at trade shows. Julia is an expert in the psychology of the trade show
environment and uses this expertise in sales training
and management seminars. Information and free Newsletter at
http://www.TradeShowTraining.com
Trade Show Training, inc.
PO Box 17155, Richmond, VA 23226
804-355-7800 - fax 804-288-0231
julia@TradeShowTraining.com
Related News
|
 |
|
|
RELATED ARTICLES
Postcard Mania
Will postcards be an advantage for you?
Using Demographic Data For Your Direct Mail Marketing Campaign
Targeting high potential markets with a direct mail marketing campaign can be a very affordable and efficient way to get new customers for most companies and entrepreneurs but how can you find a way to reach those high potential markets? Using demographic data could be your solution.
A Pass / Fail Test for Any New Market
If you are considering entering a new target market, with an
existing or new product or service, it makes sense to first
systematically analyze the market in question via some
fundamental market evaluation criteria. It is not only
rational but most cost effective to determine if a new market
pursuit makes sense for your company before any significant
resources are further applied to the effort.
How To Go From Under Dog to Top Dog by Unleashing The Power Of a Postcard
The Tale of Two Dentists...
A Guide to Brochure Printing
Brochure printing can be easy if you first identify your needs and have a clear sense of your budget. Whether it is for is a real estate listing, a trade show handout, a data sheet, or another application, brochures are a great promotional tool.
Pamphlets and the Money They?ll Put in Your Pocket
People are making a fortune on pamphlets. If you go into an airport you can purchase a pamphlet for around $6.95, and it probably cost under fifty cents to produce. It blows my mind to think that little folded up booklets are the sole reason that some people are rich today. It's crazy.
A Look at Brochure Printing Services
A brochure can be a wonderful promotional tool for a wide range of professionals, but getting them set up can be daunting. There are many brochure-printing services available that cater to both the amateur and professional. You can find them in a number of ways, including the phone book, the Internet, graphic design and advertising journals, or word of mouth.
Why Do They Buy?
A recent issue of Entrepreneur magazine included a marketing story with five important questions all business owners should be able to answer about themselves and their competition.
Moving a Business Relationship from Free to Fee: Power of Freebies - Part 2
In the last issue we looked at 5 reasons why giving stuff away is a great tactic for filling your pipeline.
Selling To Your Affiliates
While success with any internet marketing program falls on the head of the marketer, what the program offers in pay outs and products plays a big roll. What I am going to focus on is the product side of the business. The products that you sell make the difference on who is going to buy them. Either you sell to people outside your own affiliate base. You sell to people within your base. Or you try and sell to both. I believe most marketers try and sell only outside their own affiliate base. If you do this then you are missing out on your greatest customer. Your own affiliates.
Promotional Magnets: Promotion that Sticks
Some people are happy with just a business card. For others it's not enough to be glanced at once and packed away. They want to be attached to something that you have to open in order to eat and therefore live.
12 Lessons I Picked Up from Attending Seminars
So you just dropped a tidy sum to attend a seminar or some other three-day event. Now it's over and you're exhausted. Your client work is backed up. You have a fistful of business cards to connect with. And your family would like some face time. Time to get back into the swing of life, right? Wrong.
Developing a Contact List- Part One
One of the most essential things to successful networking is your Contact List. When you start a business, developing one is the first step in promoting and marketing your company. As you write your business plan, it is helpful to make this list to start to develop an idea of who your customer base will be.
How To Achieve Success With Your Own Money Making Newsletter
Writing and publishing a successful newsletter is perhaps the most competitive of all the different areas of mail order and direct marketing. You can still publish newsletter through regular mail. With Internet's help, you can publish your newsletter online. You can reach hundreds of subcribers without costing any postage - it is called eZine publishing.
What You MUST Understand About Your Web Numbers
Two years ago, when I first started selling online, I focused on doing what I did best: generating useful content that people would want to pay for. But I quickly learned that selling a product online required me to have to learn about ...
My Marketing Budget Is Small - How Can I Make The Most Of It?
Regardless how small or large your budget is, there are a number of ways you can make it go farther. One way is to capitalize on the seasonality of your business.
Four Essential Marketing Plan Components
Preparing a Marketing Plan for your product or service is a real
eye-opening experience. While we all hope that our product or
service will appeal to the masses, the truth is, that may not
happen. Assembling a Marketing Plan first and foremost forces you
to clearly define what you are selling.
Why Instant Gratification Marketing Condemns Businesses To Losing 90% Of Their Potential Customers
Most businesses target only people "ready-to-buy". These hot prospects are "Now Buyers" because they've been inching closer to a decision for some period of time. They're just about ready to spend cash. Advertisers target "Now Buyers" because the pressure is on to make sales immediately. And, they know these prospects are most qualified, from a timing standpoint.
Gaining Business Intelligence
A white paper on how companies should analyse customer data to gain better business intelligence and how they can use that knowledge.
Brainstorming Techniques as New Product Development Strategies
When developing new products and strategies, coming up with unique ideas is often a struggle. It is one of the reasons why, in any industry, there is so much repetition. One way to generate new ideas and "get the creative juices flowing" is by completing brainstorming exercises using props. There are several ways to incorporate brainstorming into a new product development session. Two of my favorite techniques are skimming business publications and utilizing goodie bags.
|
