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Identify your target audience and develop a clear, straightforward yet engaging message for them to get their minds around in a relatively short time. It’s like the dying prospector telling where the gold is buried: If he hems and haws, he croaks before getting to the point, and suddenly no one’s interested anymore. Or, compare it to cold calls, during which you only have a few precious seconds to pique a prospect’s interest. Booth hopping is what it’s all about at trade shows, so if you blow your opportunity with a rambling, unclear message, an attendee will be out of there faster than a free fridge magnet drops into a hotel bathroom wastebasket. Both your booth design and your script should tell your story in a concise, compelling way.
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You don’t want to act like a carnival barker on the midway, heavy handedly ambushing visitors and hovering over them. Expect the foot traffic to come in waves throughout the day. At times you’ll only get a handful of folks at your booth. Don’t pounce. Wait for them to make eye contact before engaging them. Smile and let them browse your booth and collateral, giving them time to acclimate to who you are and what you’re about.
Even before the trade show wraps up, put together your post-show strategy. Attendees will have visited various booths, and they’ll be reached out to afterwards by numerous companies, including your own. If you stood out at the trade show with, say, a memorable giveaway, reference that in your follow-up messaging to prospects—“Hope you’re enjoying your insulated coffee mug/metal water bottle/Amazon gift card.”
Finally, code your trade show leads before inputting them into your CRM. This way, you can track your sales pipeline, separating out booth visitors from other leads to calculate your trade show ROI.
From all of us to all of you, have a happy, healthy trade show season!
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