For those of you who follow me on Twitter you’ll know that this week I attended The East London Expo in Dagenham. It was a great event but it highlighted a few things for me which I felt were worth blogging about this week. Hopefully if you find yourself getting ready for an exhibition, you can take some of this advice and use it to your advantage.
First things, first – Expo’s are not cheap. You have the price of the stand, the cost of travel, the cost of the equipment and printed material and (don’t forget this one), the cost of your time. If you’re going to invest in this, you need to be sure you’re going to make proper use of it.
So rather than tips today I’ve made a list of thoughts for you
1). Prepare, prepare, prepare – Think out your stand well in advance, work out the dimensions, what you’re going to have on there in the way of furniture and plan it properly (we marked ours out with tape first to see what space we had).
2). Watch out for the ‘snatch and grab’ brigade - Yes, those people who walk round and take every bit of literature going as if it were to be part of a collection or something – placing expensive material near the front of the stand allows this group to do this and guess what, you’re not going to get any work from them – don’t waste it.
3). Seminars – Many shows I’ve been to over the years have had seminars running at them. These are usually unpaid speaking gigs but they give you the ability to raise awareness of yourself and your company. I highly recommend putting yourself up for these talks, at which you can of course invite people back to your stand afterwards to chat further.
4). Dress Appropriately – Suit and smart clothing may be best for your business but if you have branded clothing this goes down especially well because you’ll be walking about a lot. At the expo this week I even saw someone dressed as a spark plug!
5). You’re there to learn, not to sell – POW – you weren’t ready for that one were you? I lost count of the times that I walked around shows and people on stands practically accosted me and pulled me into their stand and waffled at me regarding their service or product. Sound familiar? What had these guys done? They’d spent their valuable time telling me about their business (which by the way I wasn’t really interested in) while their perfect client walked past, saw they were busy and walked on.
6). Them not you - A quick cursory glance at your stand name and then the inevitable, ‘So what do you do then?’ Heard that one before? Crikey, I must have heard that 300 times this week. I almost always respond in the same way (this works at networking events aswell by the way) – ‘We run a web design and online marketing agency, but hey that’s not important, what do YOU do?’ Turning the question around on someone allows them to talk about themselves and for you to learn…that way you’re far better placed to work out which of your services might be able to help them.
7). The next step – Work out what your next step is for the show. What is the perfect outcome for you? Do you want hundreds of cold lead business cards that will probably take you ages to follow up and get back to or would you like fewer, but more serious appointments or at least phonecalls booked? I know which one we go for.
8). Follow up material – If sending out follow up material is important to your business then make sure it’s prepared before the show so all you need to do when you get back is hand over the addresses and away you go.
There are probably hundreds of hints and tips for tradeshows so I could go on but I’ll let you guys take the stage and add some more
Now Your Thoughts
- What howlers have you seen occur at these events?
- What’s made you smile and think that’s innovative?