Trade Show Display Marketing Tips and Advice

Optimizing the life cycle of trade show customers

Posted on Tue, Feb 14, 2017

Traditionally, the “marketing funnel” has been a guide for marketers to move their prospects along a continuum from awareness to consideration to preference to purchase and finally to brand loyalty. According to Forrester Research, the funnel is obsolete and the Customer Life Cycle that applies to today’s consumer is more like a circle of “continuous optimization,” which flows back and forth from discovering to exploring to buying to engaging with a brand.

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Topics: trade show plan, Trade Show Marketing, trade show tips, tradeshow tips, tradeshow plan, trade show booth maketing, trade show customer

Always Be Closing Is Dead: How to Always Be Helping in 2017

Posted on Tue, Feb 07, 2017

One of Hollywood’s most famous depictions of the sales world is found in Glengarry Glen Ross. Alec Baldwin’s character, Blake, is the epitome of the high-powered, low-empathy, money-driven salesperson, and gets what he wants through fear, intimidation, and profanity-laced speeches. After threatening and terrorizing a group of salesmen (no women allowed in this boiler room), Blake gets to his point -- salespeople should "ABC": Always Be Closing. According to Blake, regardless of the individual prospect and their needs, the rep's ultimate task is to bring money in the door.

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Topics: Trade Show Marketing, selling at trade shows, tradeshow tips, tradeshow planning, trade show selling

Scale Your Rental Booth to Fit Your Opportunity

Posted on Tue, Jan 31, 2017

For your most important trade shows, a rental booth can help you make the biggest impact without busting your budget. If you go to one or two shows a year where you use a larger-than-usual exhibit space, incorporating rental booth materials, rather than purchasing a custom exhibit that you will only use once or twice, may be your smartest choice. When considering your trade show budget, you have to take into account all expenses, not just the booth. While you may want to look as big as your competitor and get all your messages across to your market, your budget will likely be a limiting factor.

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Topics: island rental booths, CHICAGO RENTAL BOOTHS, rental trade show displays, rental booth, 2020 rental booth, booth rentals, creative rental booth

3 Conversations Sales Should Have with Marketing to Close More Business in 2017

Posted on Tue, Jan 24, 2017

Planning out your trade show strategy for 2017 can be a huge task.  You are driven by trying to drum up business for your sales team to close but they don't like going to trade show events and working the trade show display but they want the leads.  How can salespeople and marketers get back on the same page? The answer lies in having crucial conversations around Sales' pain points and identifying content that can address these needs.

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Topics: trade show tips, Trade Show Strategy, trade show selling, selling in your trade show booth, booth training

12 Essential Things to Do in January to Beat Your 2017 Sales Quota

Posted on Tue, Jan 17, 2017

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Topics: trade show plan, Trade Show Marketing, trade show success, trade show selling

6 Signs Throughout the Sales Process Your Prospect Isn't Serious

Posted on Tue, Jan 10, 2017

On average, how many of your deals end in “no decision”? According to CSO Insight’s’ 2016 survey of 675 companies, 23.8% of forecast deals wind up in this category.  There are several potential reasons for this outcome.  First, an internal event beyond your control occurred at the prospect’s company: Your point of contact left her job, the company changed direction, there was an unexpected budget problem, and so on.  Second, you didn’t create enough urgency. The prospect has a legitimate challenge, but you didn’t reveal the immediate and significant costs of inaction.  Third, the prospect wasn’t a good fit. Your product didn’t answer all of their needs or add significant value to their life.  Fourth, the prospect never intended to buy in the first place. Some prospects talk to salespeople knowing they’re not ready or in the right position to sign off on a purchase.

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Topics: trade show plan, marketing at trade shows, trade show tips, Trade Show Planning, marketing at events

Are you heading to Las Vegas for the NSSF SHOT Show - here are some fun things to do in Vegas!

Posted on Tue, Jan 03, 2017

The Shooting, Hunting, Outdoor Trade Show (SHOT Show) and Conference is the largest and most comprehensive trade show for all professionals involved with the shooting sports, hunting and law enforcement industries. It's where business gets done: on the show floor, in and around our conference program, in impromptu connections and in planned meetings and special events.   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 are a few things we put together that you can experience in Las Vegas during the SHOT Show: 

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Topics: island rental booths, 20x20 rental exhibits, custom rental booths,, 2016 rental trade show displays, rental booth in las vegas, shot show rentals

100 Sales Questions to Truly Understand Your Prospects' Pain

Posted on Tue, Dec 27, 2016

At the heart of every sale is a thorough fact-find. You’ll want to unearth the needs, the wants, and the desires of your prospect so you can present your products and solutions in a way that will be of benefit to them. And the only way that you can do this is to ask quality questions so you can really find out what their current situation is, what their requirements are, and what they are looking to achieve.

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Topics: trade show tips, Trade Show Planning, trade show selling, tradeshow selling, tradeshow plan

Up your flooring game with this exciting alternative to grey carpet!

Posted on Tue, Dec 13, 2016

As exhibit builders we’re always looking for intriguing new elements to bring into a booth that will help our clients stand out from the crowd. Flooring is one of those things that is usually pretty stock standard but you could be missing out on an opportunity to attract attendees if you go the grey carpet route.

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Topics: booths

5 Questions That Will Make Your Final Close Happen Naturally

Posted on Tue, Dec 13, 2016

From their first conversation to the close, a strong salesperson consistently asks her prospect for small closes. Getting incremental commitments from the buyer trains them to say “yes” and indicates how invested they are in the relationship. These closes also accelerate the deal, since they help you hit significant milestones more quickly. I’ve found waiting until the last stages of the sales process to make a request can significantly damage your chances of winning the deal. There are two obstacles stopping reps from using the incremental closing technique.

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Topics: trade show plan, Trade Show Marketing, tradeshow success, tradeshow tips, trade show selling