FAST TRACK to Radio Show Exhibiting Success Webinar
- • 3 Specific Things Exhibitors Can Do to Get More Than They Ever Thought Possible
- • FAST Track to Exhibiting Success Webinar Workbook
FREEMAN VIDEO TIPS FOR EXHIBITORS
- Set up prospect appointments. Two to three weeks before the show, reach out to all your prospects/leads and ask if they are attending. If so, set up appointments. If not, it’s a great opportunity to communicate with them again apart from the show.
- Set up client appointments. Before the show, contact clients to see if they are attending and set up times to meet. This is a way to let them know you value them and helps build your existing relationship.
- Use the pre-show attendee list. This list is available before the show and is a good list to go through to see if there is anyone you missed and could contact to set appointments. It is also good to see others that will be attending that you have not met yet, so you can keep your eye open for an opportunity to meet them. Example: Attend a session where a prospect is on a panel.
- Use ads, email and/or social media. Inform clients and prospects that you will be at the show and how to find you.
- Study the agenda. Pick out sessions of interest. Plan to attend sessions where panelist are, either clients (support them), or prospects (a possible impromptu meeting). Put the sessions on your calendar so you do not forget.
WORK THE SHOW
- Utilize your booth. Make sure your company name stands out on your booth. 100’s of people walk by and each time is an impression.
- Free Stuff. Have mints and candy as well as other novelties at your booth. People love free stuff. It improves traffic at your booth.
- Man the booth. Make sure you have the right people at your booth. Outgoing, extroverts who are fun and charismatic.
- Man the show. Make sure you have people out and about attending sessions and interacting and meeting people.
- Don’t Pitch your product outside the booth: Prospects are People. Not $ signs. Relationships are the key to success.
- SMILE! If you smile, they will smile back. Kindness is much more inviting than someone looking bored. You have to be “ON” the entire time! Everyone who walks past the booth will make an “impression” about your company, even if they do not stop to talk.
- You are your brand: Make a good impression. Look sharp. Stand out. Smile and talk to everyone. Make sure everyone who is associated with your company looks sharp as well as they are a reflection of your brand. Don’t sit down. Don’t leave drinks and food around the booth. Be kind.
- Remember names. Listen for their name, repeat it a couple times in the conversation and when you say goodbye. It’s so important.
- Vendors are your friends! Take time to get to know other vendors. Find out what they do, and let them know what you do. It’s amazing to be able to partner together and introduce each other to clients.
- Take good notes! You “think” you will remember every conversation, but by the time you get home, you will look at a business card and think “who was that”? Write on the back of the business card right after they leave. If you don’t get a card, have a notebook where you can jot down name and information. Each evening in your hotel room, go over each one in more detail.
- Attend EVERYTHING. Every event and session is an opportunity to meet people and make an impression.
- Follow up Immediately. Respond as fast as you can to all everyone you meet, even if it’s just a passing hello. If possible, set appointments right at the show.
- Follow up with Session Panelist: If you attend a session, follow up with those on the panel to let them know you enjoyed it. Take notes at the session and write down something specific that was said, and let them know you appreciated their ideas.
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