Tips For Exhibition Success At TEN (part 2)

1. Know What to Do:
80% of a stand’s success is you and your staff, so you need to
look smart and fresh, make eye contact and smile at people as much as possible.
 Your aim is to speak to as many potential clients as possible, so keep conversations short and concise, whilst listening more than you talk.
 Make sure your phone is off, focus on visitors and if you listen to their needs, sell the benefits of your product or service rather than its features.
For example – this would be great for you because…
 Always remember to take down contact details and information about the visitor, and make sure there is always someone on the stand.

2. Know What Not to Do:
It may seem like common sense but we are going to say it anyway. 
Don’t spend all your time talking on the phone, eating in full view, sitting behind a desk or having your back to people… oh and don’t make a mess or have cheap naff giveaways.

3. Record, Record, Record!:
You will be seeing a lot of people when you exhibit so you will need to find an easy system of classifying the people you meet. The easiest way would be leads, potential leads and general contacts (who could refer you to leads). 
Tip: Write on the back of the cards your collect or have a recording sheet, you won’t remember what people were interested in after the event.

4. Follow Up:
One of the most important steps of exhibiting is following up on the people you met there! 
If you don’t, then why did you waste all your time and money on the exhibition in the first place?
 A lot of the people you meet will be leads (as many people who attend have influence over the ‘buying’ decisions of the company), so make sure you follow up with these and at least six times with everyone else.

5. Review Your Success – how was it?:
Was the exhibition worth it?
 Did you reach your goals? 
Or did you come out with other benefits such as other opportunities and referrals?
 The results might surprise you so make sure you sit down and reflect on the experience. You may even learn something new about your target audience that you could feed into your marketing strategy. 
There’s always room for improvement so would you go to another one? What would you do better next TEN?

On average, 75% of visitors to an exhibition are there to buy or plan to buy in the future – so make sure your impression is a memorable one! With these tips you should be easily on your way to exhibiting success!