Every experienced marketer would agree that technology has really changed how businesses interact with their target markets. Social media has become a vital tool in achieving their goals, but nothing can substitute the power of attending a trade show and meeting people face to face. This is the best way to find new clients, check out the competitors and meet new partners.
Even though having a strong online presence can help raise brand awareness with millions of buyers and help your company expand its operations, many businesses still believe that being able to look the decision maker in the eye is crucial in building prosperous and longstanding relationships.
Trade shows can be really beneficial for your business, but you are going to need the right strategy, because you can’t simply set up an exhibition stand and wait for clients to approach you. This may be a little nerve wracking, but if you and your team are adequately prepared, trade shows will be the perfect place to successfully promote your business.
What to Bring?
First, you need to bring in the right team, because even if you have invested in an impressive and custom exhibition stand to drive potential buyers, not having the right team in place to answer their questions or represent your business in the right way, you will be doing more harm than good. The next thing you will be needing are new products.
There is nothing wrong in announcing to your clients that you will be adding a new product in your line, but unveiling an exciting product at a trade show will create a lot of buzz. Make sure to carefully think about what products you want to showcase, and ask yourself is your product something the industry has been craving for.
Proper Planning Will Prevent Poor Performance
This is something you are probably aware of, because failing to plan your presence at a trade show will get only a few qualified leads. A couple days before your event, gather all your team members and go over your strategy and give every team member roles that they need to fulfil. A team that is well-organized will give out the right impression to the buyers that approach your stand.
If you will be presenting a new product, make sure your team knows it inside and out because potential buyers can sense if the person they are speaking to is familiar with the capabilities and features of that product.
Doing the Networking
You can learn a lot about someone by simply visiting their LinkedIn or Instagram profile, but in many cases these profiles do not adequately indicate who they really are. The most successful business relationships are the ones made on a personal level, so a skill you need to master is small talk. If you believe that your services or products can speak for themselves, consider preparing gift bags because they might just provide you with the opportunity to land a sale.
Stay Memorable To Your Leads after the Show
If you have landed a big contract at the trade show, it won’t hurt to show a little appreciation. If you have talked to them enough, you might have also gotten a sense of what they are like outside work. If that is the case, you can subscribe them to a gift giving service, so that your business stays in their thoughts as long as possible.
Perhaps they have mentioned they have a dog; if they did, subscribe them to a gift service that will send dog treats to their home once a month. Or, if they love to cook, sign them up for a different culinary tool every month.
As you can see, preparing your business for a trade show is not that complicated and can really benefit your business. Just make sure that you are properly prepared, and we are sure that you and your team will be able to generate a lot of qualified leads.