Offering the perfect product – Selling at trade shows Are trade shows effective? This has got to be the first thing that comes to mind to trade shows attendees. The important fact is that organizers themselves know the statistics. Organizing trade shows entails careful planning to achieve the desired marketing strategies. Selling at trade shows is another thing. For one, trade shows organizers’ concern is to invite and fill the venue with consumers and industry professionals. Companies selling at trade shows, however, need to get back (in triples if possible) their investments in the whole duration of trade shows. The Center for Exhibit Industry Research reported that around 90% of attendees are planning a purchase within the following 12 months. In addition, about 80% of attendees who represent their companies are the decision-makers. Additionally, 30% of trade shows attendees have a strong positive outlook toward your product. The 75% attendees of trade shows are looking for prospect suppliers and purchase a product or more. Lastly, 26% of trade shows attendees actually purchase products in the fair. If you’re a prospect attendee in a trade show, selling at trade shows will be the stepping-stones to your success. Hundreds of companies, manufacturers, and retailers participate in trade shows. Attractive booths are one aspect of effectively selling at trade shows, but most of all you need to catch the interest of the consumers and be straightforward. Attention spans in trade shows are short so it’s important to explain immediately how your product or service will benefit customers. Next, trade shows attendees expect to find something worthwhile like the latest innovations of a particular industry. Greeting a customer formally and if possible call them by their names (if they have name badges). This establishes a friendly but business-like approach to selling at trade shows. Although it’s nice to be friendly with every consumer who passes by your booth, it’s more important to qualify your prospects, in selling at trade shows, immediately to avoid spending too much time on a customer who isn’t responsible for or capable in purchasing your product/service. This can be possible by asking probing questions to a customer – the kind that requires them to answer more than a yes/no. This will help you determine their problem/concerns, thus, allowing you to offer a solution when you’re selling at trade shows. In addition, after knowing “who” your customers are, make sure that future contacts are established. Trade shows only serve as product samplings – the real things and in-bulk purchases should ensue after the fair. Giving out perks during trade shows is common such as free-shipping (or what have you), although, make sure these are only effective during the trade show to avoid shouldering a huge amount on freight for bulk orders. Local and international trade shows are happening every month so that there is a big opportunity for any company to engage business in a broad market of consumers. But the most important thing is to make profits by offering infallible solutions to the various needs of consumers.
The After Hour Call I Almost Never Answered-Some Clients Can Surprise You I ordinarily do not blog about items that are specific to client but in this instance I have to. You see I have been in the trade show business for in excess of 30 years, and in my 30 years I have never seen anything so like this before. We have a client whom we just made a stand for 3 months ago. The event went over very well the client was happy, as they are a returning client for quite a few years… In this case I will not divulge this client or the individual person name, out of respect… I was working after hour one night more or less 3 months after the exhibition for this particular client, when outside nowhere I pick up a phone call. Clearly, this have got to be an urgent situation as it is after hour, so I answered the telephone call. It was this particular customer, He asked for me directly and in return I ask what I can do for you. The customer therefore replied, Dexter, we have a problem. We have not received a invoice from you for the additional objects we requested in our booth 3 months past… Needless to say I was a little surprise not so much that he did not receive a demand for payment but just the fact that he would call and ask to be billed. I replied and said I will check it out and see what happened. I also mention to him that no one had ever requested such an items form us more than ever after 3 months. Most people would have just ignored the circumstance strangely enough. He replied that we have continually done a splendid job for him and his association and that he wishes to have us get paid for all our production. Sometimes some great things occur outside of just business, but this one was a carryover from someone’s personal background that reflects so totally into the not so friendly business environment. This was dream to receive such a phone call and although this was not a great deal of funds it proved to me why we do what we do for our clients. After all I was working after hours on a different project for a different customer. For more information on trade show displays, trade show displays rentals and Trade show display rental Las Vegas please feel free to contact ELDS, Inc at (626) 969-3399
Tips for Successful Vendor’s Trade Shows Vendor’s trade shows are one of the best marketing techniques for vendors to get in front of customers and prospective buyers in a moderately short time. It gives them the ‘face-to-face’ time they need to deliver their products features directly to buyers and describe their services as well. Vendor’s trade shows if done correctly can create lasting product impressions with customers and favorably position ones business in the market, thus giving that competitive edge and constructive business growth. So how does a vendor do it the right way? Here are some tips for successful vendors trade shows, which will make all the effort and expenses worth it: Have plans and arrangements well in advance. To save problems and hassles at the show, vendors can take advantage of ‘early-bird’ discounts, and call to verify arrangements and coming of deliveries a week ahead to guarantee a smooth exhibition. Obtain lead retrieval services. If offered from the show organizer and contract agencies, get lead retrieval systems, they can come in the form of card readers that can be used to collect essential company data about visitors to a vendor’s booth. Provide an exclusive promotional item. The promotional product should generally be personalized with the company logo and name. A functional item that can be used by prospective customers or something edible is a good idea so that they would not have much to carry. Prior to the show, get a list of pre-registered attendees. Using the list, mail the prospects a letter or direct mail piece to tell them about the company’s products and services, including the booth site and number. Booth arrangement should be easily accessible for customers and prospects. Generally, visitors would want a booth that allows them to easily browse through the products, a table counter in façade usually put off a lot of booth passage. The best company representatives should man the booth. The staff should be energetic and on their feet all day, greeting, talking, smiling, and selling, so expert and skilled representatives with ample product knowledge and enthusiasm are an excellent choice. Be ready with on-hand product literature. Prospects with limited time have the opportunity to get detailed information of the company and read in detail later when they’ll have the time. After the show, vendors should follow-up prospects. Thanking the prospect for stopping by the booth through a letter and company brochure is brilliant, followed by a sale representative calling them and discussing their possible needs. Vendor’s trade shows are only successful if the vendor’s approach towards the shows is appropriate, realistic, and carefully planned. The shows can open the doors for gaining more new customers and sales, as well as tools for business growth.