Trade Show Display Marketing Tips and Advice

43 Questions to Create a Sense of Urgency

Posted on Thu, Jun 14, 2018

Even at a trade show event - you want to create a sense of urgency with the person in your booth.  Your product could be a great fit for your prospect. It's within their budget, you've offered them the perfect discount -- it should be a slam dunk. But unless they feel a sense of urgency, your prospect won't buy.   So, you should create some. Right?

Ask the right questions -- like the ones below -- and get your prospect to realize they’re unhappy or dissatisfied. And if your questions don’t lead them to those conclusions, accept they’re still in education mode and let your marketing department nurture them until the time is right.

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Topics: trade show sales, trade show selling tips, selling in your exhibit space, attracting an audience, marketing effectively at trade shows, exhibit design search

Trade Show Display Designs at the NRA Show in Chicago

Posted on Tue, Jun 12, 2018

As usual the 2018 NRA show was a blast.  Every year, over the course of four days, more than 1,800 suppliers and tens of thousands of buyers come together to make lasting connections that drive business profitability and shape the future of the restaurant, food service and hospitality industry.  This year we had several clients at this show ranging from 10x20 inline booths to large island 20x20+ rental exhibits.  Everyone one said that the show was success.  Click on the link below to view some of the exhibits we designed, some we loves, and some that were just plain old fun, and sign up to use our exhibit design services for 2019 NRA!


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Topics: NRA CHICAGO,, NRA Show,, 20x20 custom trade show display, 10x20 rental booths in chicago, rental booth in chicacgo, nra rental booths, 2018 rental exhibits, renting a booth in 2018

7 Tips to Get an Unresponsive Prospect Talking Again

Posted on Thu, Jun 07, 2018

Sometimes a salesperson gets lucky with an ultra-responsive prospect even while in their trade show booth.  Every time the rep sends an email, a response follows within the hour. When they call, the prospect picks up and makes time to chat. No matter when or how the rep reaches out, the prospect is sure to return a prompt reply.  Unfortunately, this is the exception rather than the rule. It’s far more common for a prospect to go dark after being responsive for a while. When this happens, the salesperson has to come up with creative ways to rekindle the conversation before the deal dies.

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Topics: exhibit planning, interactive trade shows, tips on how to sell at trade shows, drawing prospects into a booth, effective trade show marketing, motivating at trade show events

You’re Overlooking a Surprising Way to Qualify Leads in 2018

Posted on Tue, May 29, 2018

We’ve all been through the same sales training and coached on the same sales playbook. When it comes to qualifying high-potential sales opportunities, salespeople look for:  senior decision-maker involvement, buying authority, customer consensus, approved budget, and a clearly articulated need.  However, in a world where customers learn far more on the their own and progress further along a purchase path before reaching out to reps, yesterday’s winning playbook is today’s losing recipe.

Why? These attributes are symptomatic of “Established Demand” -- meaning customers have not only figured out exactly what they need, but how much they’ll pay. The more boxes your opportunity checks, the less likely there’s anything left to discuss but price. Sure, the likelihood of a win might be high, but the likelihood of a great deal is incredibly low. In this world, the sales team is little more than the customer fulfillment team.   What’s a better alternative for effective opportunity qualification?

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Topics: selling at trade shows, trade show selling tips, tips on how to sell at trade shows, trade show booth selling

The Customer Is Always Right (Until They're Wrong)

Posted on Thu, May 24, 2018

Oh, baby. You’re in a sales demo, the company CEO just cycled in (17 minutes late), apologizes for being “slammed,” and immediately jumps into aggressive questioning. This is the biggest deal in your pipeline, you’ve been forecasting it for nine months, and, suddenly, it’s being threatened.  Maybe this CEO asks why your widget factory doesn’t have an API, or why you don’t offer to send someone to install your SaaS on their internal server (think about it). These are extreme examples, but most salespeople have faced something similar when trying to hit quota.

So, how do you respond when a customer makes a point, raises a concern, or critiques your product/service in a way that’s fundamentally inaccurate? I’ve got a few ideas.

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Topics: trade show selling tips, tips on how to sell at trade shows, trade show attendees, 2018 trade show planning, marketing effectively at trade shows, motivating at trade show events

15 Tips For Asking More Effective Sales Questions

Posted on Tue, May 22, 2018

Sales qualification is a game of questions even when you are standing in your trade show booth at an event.  Unless you ask the right questions, you won't uncover the right needs. Unless you ask the right questions, you won't understand the right problems to solve.  But there's an art to asking sales questions. Which is why I'd like to share these tips for asking more effective sales qualification questions.  Here they are:

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Topics: selling on the trade show floor, trade show sales, trade show selling tips, selling in your exhibit space, pharmaceutical trade show selling

Are you heading to Chicago for the 2018 RSNA Show?

Posted on Wed, May 16, 2018

The Radiological Society of North America (RSNA®) is an international society of radiologists, medical physicists and other medical professionals with more than 54,000 members from 136 countries across the globe. RSNA hosts the world’s premier radiology forum, drawing approximately 55,000 attendees annually to McCormick Place in Chicago, and publishes two top peer-reviewed journals: Radiology, the highest-impact scientific journal in the field, and RadioGraphics, the only journal dedicated to continuing education in radiology.   We hope you have a great and extremely productive show but you can't just spend time in your booth- get out and enjoy the sites!!  Here  is a GREAT way to see our Chicago city  during the RSNA show and it is FREE!

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Topics: island rental booths, 20x20 rental exhibits, rental exhibits in chicago, custom rental booths,, rental booth in chicacgo, rental exhibit for rsna, rsna display rentals

Why Having Fun Matters

Posted on Mon, May 14, 2018

If you’re a follower of Trade Show Insights – or you’ve attended any of my workshops – you’ve probably heard me talk about the importance of rewarding your team. Celebrating your wins not only results in happier teammates and reduced stress, but it also helps to build a feeling of community and camaraderie among your team.  Now that doesn’t mean you should only reward those who work your trade show booth. It also isn’t just about celebrating the big wins. You’ve got to find ways to show appreciation and allow a little time for kicking back at every stage of the exhibit marketing process (or whatever projects your team is working on), or else people will begin to burn out.

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Topics: selling in your exhibit space, attracting an audience, marketing effectively at trade shows, trade show exhibit design tips, exhibiting in las vegas, motivating at trade show events

5 Key Tactics For Marketing To Millennial's

Posted on Wed, May 09, 2018

At some point in the near future, regardless of whatever industry you are in, you will realize that a large percentage of your buyers are millennials. After all, there are more than 80 million millennials in America right now and they outnumber baby boomers. But marketing to millennials is different than traditional marketing, so without the right strategies, you could be at a real competitive disadvantage.

Generally speaking, millennials are currently in the age group between 18 and 35 as cited here by the University of Southern California and they make up about 40% of the American population. With those kinds of numbers, it is reasonable to conclude that millennials presently hold a large number of leadership positions in American businesses and that number will continue to grow.

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Topics: selling in your trade show booth, interactive marketing at trade shows, trade show selling tips, drawing prospects into a booth, marketing effectively at trade shows, motivating at trade show events

8 Creative Sales Prospecting Ideas You've Never Tried Before

Posted on Mon, May 07, 2018

Sales success largely depends on routines. There are only so many hours in a day to sell -- the more practiced salespeople are at completing everyday tasks, the more time they can allocate to high-value activities like meeting with prospects or learning new skills. But sticking to the same process isn’t always a good thing. If you rely on the same prospecting methods and never try anything new (like participating in a trade show event with a booth), you’ll miss out on valuable opportunities. After all, many buyers will never get on your radar via traditional channels.

Maybe they haven’t changed vendors for 20 years and would only switch if a trusted business partner referred them to another supplier. Or maybe they’re unaware of their problem in the first place, so they’re unlikely to download your content or seek out a salesperson. To find these high-value prospects, you’ll need to try add some creative prospecting techniques to your arsenal. Use these six ideas as inspiration.

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Topics: trade show selling, exhibit marketing,, trade show selling tips, marketing effectively at trade shows, effective trade show marketing

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