Trade Show Display Marketing Tips and Advice

10 Tips for Customer Service and Relations

Posted on Thu, Nov 01, 2018

Talking is one thing, and doing is another. It’s easy to talk about what you believe in, but delivering on your promises takes work and dedication. On a company level, this delivery is more important than ever.  No matter what your industry is, you have to put others first. While you may see short-term gain by putting your company's interests above all else, that gain will never turn into long-term, reliable growth.
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Topics: keeping customers, trade show customer, customer island exhibits, selling in your exhibit space

The Best Way to Reach Out to a Prospect For the First Time, According to 20+ Sales Experts

Posted on Tue, Oct 30, 2018

We think TRADE SHOWS are the best way to touch a prospect.  But in between your shows you might want to look at these tips:  For years, there’s been a debate raging in the sales community: When reaching out to a prospect for the first time, should you call or email?  After all, first interactions with prospects are key -- you’re aiming to establish trust, provide value, gather key information, and perhaps even secure a follow-up meeting. If you don’t use the right medium, they’ll be less receptive to your message (and that’s assuming they engage at all).

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Topics: trade show effectiveness,, trade show follow-up, motivating at trade show events, attracting an audience, selling in your exhibit space, trade show selling, prospecting at trade shows

How 3 Salespeople Closed $83,000 of Business at Industry Events

Posted on Tue, Oct 02, 2018

Major industry events are all about entertainment, motivation, and connection, right?  Well, sure.  But they’re also great opportunities for salespeople to build relationships and generate revenue.  So how did “I closed $50,000 of business at an industry event.”  Even at a trade show event while in your booth you can use these tactics to help close a deal!

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Topics: trade show selling tips, trade show selling, selling at medical events, trade show booth selling, pharmaceutical trade show selling, selling in your exhibit space

The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

Posted on Thu, Aug 23, 2018

Tick tock, tick tock, tick tock. That’s the sound of the countdown that begins each day of every week of every month. It’s the one aspect of sales that just never changes.  Tick tock, tick tock, tick tock.  Sell, sell, sell.  As we’ve all experienced, sales essentially boils down to two things: Numbers, Time.  And those two things often go hand-in-hand. While we (or our team) are racing to hit quota against that clock. But we can save time and maximize our numbers by investing in the right processes, activities, and skills.

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Topics: selling at medical events, pharmaceutical trade show selling, selling in your exhibit space, tips on how to sell at trade shows, selling on the trade show floor, booth selling

Trade Unions that work Chicago Trade Show Events

Posted on Fri, Aug 17, 2018

McCormick Place employs an in-house division called McCormick Place Technology Services Department to meet the  needs of the event planners and their exhibitors.  Your Event Manager (The Tradeshow Network for instance) can help you manage all these contractors by assisting you in completing the forms or doing the forms for you.  Our installers can provide some of the booth services directly under our installation contract  - but not all of them - and it is mandated by the show and the venue so be sure you check all the exhibitor rules.
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Topics: chicago exhibit setup services, chicago trade show floor, chicago trade show events, selling in your exhibit space, chicago trade show services

6 Tactics for Turning Trade Show Interactions Into On-Site Sales Opportunities

Posted on Tue, Jul 17, 2018

When you attend a trade show or another live event on behalf of your business, it's important to be able to show the rest of your company that the investment in sending you was worth it. Because it can be challenging to determine the ROI of your presence at live events, leaving the event with a closed sale or two under your belt can really help to immediately demonstrate the worth of your presence. On-site selling can be extremely difficult, so before you attend your next trade show or event, here are six steps you can take to increase your chances of successfully executing on-site sales.

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Topics: trade show display search, trade show motivation, motivating at trade show events, designing an effective booth, attracting an audience, selling in your exhibit space, trade show selling tips

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

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

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

5 Clever Ways to Convince Someone (Without Being Dishonest)

Posted on Tue, Apr 17, 2018

Some people call George C. Parker the most convincing American who ever lived. Once or twice a week for several years, Parker convinced people he owned the Brooklyn Bridge. After they believed him, he’d sell it to them. His buyers would usually discover the swindle when police arrested them for putting on toll barriers on “their” bridge.

While Parker definitely isn't a good role model when it comes to honesty, there's no doubt he knew how to bring others around to his point of view. Once you know exactly how to convince someone (the right way), you'll be a better salesperson, entrepreneur, and/or professional.

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Topics: motivating at trade show events, trade show booth selling, trade show display design tips, 2018 trade show plans, selling in your exhibit space

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