Question

Topic: Other

Trade Show Question

Posted by jmcgehee on 5/9/2013 at 11:31 AM ET 250 Points
I work for a sprinkler company (wholesaler) and we have some trade shows coming up. I'm looking for a creative way to get business cards from qualified individuals at our booth display. Not really interested in a sign and a fishbowl. Any ideas or do we need a giveaway of some sort?? Any info/thoughts would be greatly appreciated.
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  • Posted by Jay Hamilton-Roth on 5/9/2013 at 11:55 AM Member
    Ultimately, why should someone want to share their contact info with you? What's the value to you of a qualified individual? Can you quickly determine if someone's qualified? If so, how? What's remarkable about your offerings/value?
  • Posted by Peter (henna gaijin) on 5/9/2013 at 2:10 PM Accepted
    Having a booth that is eye catching and informative and inviting would cause prospects to come to you and volunteer their cards.

    Consider having some sort of motion in your booth - a working sprinkler, a video of sprinklers, etc. This helps on the eye catching part.

    if you do go the route of a giveaway, make it something that is relevant. If you give away an iPad, you'll get everyone and anyone. If you give away a sprinkler system, you will get a higher percentage of people who need your sprinkler system (though it still won't be 100%).

    make sure someone who is running through the show and glancing at booths will know with a 2 second glance what you do. It is surprising how many booths don't do this.You don;t want to make the prospect work to figure out who you are and if it is worth their time stopping.

    Make sure the booth is inviting. No wall of death table in front, blocking off the attendees from the booth. Make sure booth workers appear inviting - none of this sitting around looking like they'd be annoyed to have to talk to someone.
  • Posted by AA/Swap on 5/10/2013 at 2:36 PM Member
    I agree with Peter's view. Apart from that, you can have some hot hostess on your counter to give away giveaways. Giveaways can be key Chain that can be of a shape of sprinklers. Along with cd of your company profile. You can have mc to talk about your company and products. Later he can ask questions to the audience about what he has already told and then you can have winner for this activity. This way people will drop their business card. Spend time on your booth listening about company and product. The sessions needs to be short, upto 10minutes , you can have this activity every hour.

    You wil get a good response.
  • Posted by Moriarty on 5/11/2013 at 4:20 AM Member
    If you have any experience of online advertising - Google Adwords and their display network - you can find out what prospects like very quicky and for relatively small outlay. That way when they're at the show, the things you show will catch their eye!
  • Posted by Ruth P. Stevens on 5/11/2013 at 11:48 AM Member
    I suggest you conduct pre-show communications to your house file (customers and prospects) as well as the attendee list (which you can get from the show organizer--it's usually a courtesy for exhibitors). Make the copy very benefit-oriented (why they will benefit from coming by your booth).

    Ruth Stevens (author of Trade Show and Event Marketing: Plan, Promote, Profit)
  • Posted on 5/11/2013 at 12:55 PM Moderator
    Wow! You're getting advice from the person who "wrote the book" on marketing at trade shows. If you haven't read Ruth's book, I recommend you get a copy and go through it. It really gets into successful trade show strategies and helps make your results a lot better. Or see if she'll consult with you to tailor the strategies to your specific needs.
  • Posted by jmcgehee on 5/17/2013 at 1:26 PM Author
    Thank you for the answers. Your thoughts and opinions are greatly appreciated.
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