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Trade Show Display Marketing Tips and Advice
So you've done the preliminary research on a prospect and it looks like you could really help their company. Next step? Get them on the phone.Read More
By now, you may have heard of a musical called Hamilton. In you haven’t, here’s a rundown: Since its Broadway debut in August 2015, people can't get enough of it. They're paying upwards of $500 for crappy seats, and close to $3,000 for good ones. It won a Pulitzer, a Grammy and 11 Tony Awards. Its composer and original star, Lin-Manuel Miranda, is now a celebrity. In other words: People are listening to this stuff. Seeing the way Hamilton captivated such massive audiences -- in less than a year -- fascinates me. How the heck did this thing blow up?
Watching the progress and near-instant success of Hamilton is really a lesson in why people listen -- not just to a hit musical, but to a person, a podcast, or anything, really. A lot can be learned by looking into those reasons, especially for marketers. To what and whom do people listen? Why? And how can we get them to listen to us?
To answer those questions, we did some research on the listening process, our motivations for listening, and more.Read More
Cold calling used to be one of the best -- and only -- prospecting strategies salespeople could use. But in the past 40 years, a variety of more effective alternatives have emerged like a good trade show event. A good prospecting strategy is: Consistent: It reliably generates new leads, High-return: It generates a high number of potential customers for the amount of energy and resources required, and targeted: It connects you with the right prospects, not just any prospects. Why doesn't cold calling fit this criteria?Read More
When I was a beginning exhibitor, I’ll never forget how I learned the importance of attendee promotions at one particular show. It was a local event which was open to the public, but took place over Mother’s Day weekend so it faced a lot of competing events around the city. On top of that, it was a new show, so hadn’t yet built a loyal following who looked forward to coming year after year. So while exhibitors had been promised a crowd of several thousand, it turned out to be more like a few hundred over the course of the multi-day event. My neighboring exhibitors were all grumbling about how pathetic the turnout was, yet traffic in my booth was somewhat steady.Read More
Your product is a great fit for the prospect. It’s in the right price range for their budget. And you can even get them a discount based on the size of the purchase. But even though this should be a slam dunk, I can tell you they won’t buy unless there’s urgency. Urgency gives people a reason to move forward. When it comes down to it, companies always have more needs than resources -- so unless they must buy your solution in the short term, the deal will probably stall. So if there’s no urgency, you should create some. Right?Read More
The Tradeshow Network is a full-service global trade show display marketing partner. Its award-winning team of seasoned professionals has collaborated with exhibitors worldwide to create engaging and interactive brand experiences. Since 1990, its professional team has worked with clients to provide optimum exposure. It offers the total event package of services by delivering creative, compelling and dynamic exhibits across the globe, for businesses large and small. Customers can make their next strategic decision a successful one, and partner with The Tradeshow Network Marketing Group for all their trade show needs. But did you know that they can also help you with your marketing needs? Check out the new website they have designed for a client:Read More
As a marketer, one of the most satisfying feelings is when you can rely on your existing customers to help grow awareness of your company. It's a hallmark of inbound marketing—when you deliver quality content that people recommend to their own. However, it doesn't hurt to give your content a bit of a boost by incentivizing your existing customers to spread the good word about your company. One way to do this is to create a contest where you see which evangelist generates the most new interactions with your site. The following article gives you step-by-step instructions for setting up this type of contest, ensuring that your existing customers get proper credit for all the leads they bring in. We'll be using contact properties, a new form, and a new email to help create this process.Read More
It’s a fact of this rapidly-advancing era we live in: Consistently reinvent, or get run over. We see it happening all the time with major, often decades-old companies who fail to keep up, then soon wither and disappear. Yet in the trade show world, it seems that lesson generally goes unheeded. Sure, a few award-winning shows are seeking to push the limits of what a trade show can be. But for the most part, few are willing to take truly innovative risks, especially when it comes to shaking up the floor plan.Read More
Not every lead is a good fit for a product or service -- no matter how strongly a salesperson believes they are (or wants them to be). Buyers don't buy just because they have a serious need, a looming deadline, or money to burn. They buy because of a combination of all of these factors, and more. During sales qualification, salespeople can't simply focus on establishing a fit on one of these criteria. They have to establish a fit on all the relevant factors.
While the specific sales questions a rep asks will depend on the product or service they sell, here are 18 solid conversation starters that can help you recognize who's a successful customer in the making, and who's barking up the wrong tree.Read More