Trade Show Display Marketing Tips and Advice

Can We Keep Guns Out of Meetings?

Posted on Thu, Aug 08, 2019

Scene: The Los Angeles Convention Center in downtown L.A., where a conference on international law is underway. Judges from all over the world are among the attendees. A woman approaches the registration desk to buy a pass for the day's program. No alarm bells go off: Her demeanor is professional; she is well-dressed and carrying a briefcase. On-site registrations are not unusual for this event.  But soon her behavior becomes suspect: She is asking a lot of questions and seems overly interested in the identities of the other attendees, especially those in the judiciary. The registration staff calls security, and the would-be delegate starts to get unnerved.    Then it unravels: Security finds a loaded gun in her briefcase. Her intent was to kill one of the judges inside, according to a meetings industry consultant who was present. Police arrive and the would-be assailant is quickly arrested.

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Topics: trade show plan, Trade Show Planning, 2019 trade show planning, trade show effectiveness, trade show safety

Your First Trade Show......

Posted on Tue, Jun 25, 2019

Your company has asked you to be their representative at a trade show event - you are feeling relaxed and confident. Before you hit the floor running tomorrow morning, there are key pieces of information you may have overlooked. Use this as a guide to help prepare to be an exhibitor or to attend the show like a pro.

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Topics: trade show plan, Trade Show Planning, trade show booth planning, tradeshow planning, event planning, marketing effectively at trade shows, trade show effectiveness, virtual reality for trade show events

8 Hot Event-Planning Buzzwords of 2017

Posted on Tue, Apr 04, 2017

Each year brings a new collection of buzzwords. These words usually indicate bigger trends and are often interrelated. Predictably, big trends impact all industries—including event planning - even in your booth at a trade show event!  These are some of the hottest event-planning buzzwords of 2017.

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Topics: trade show plan, Trade Show Planning, exhibit planning, planning for your trade show event, event planning, booth planning

6 Ways to Respond When Your Prospect Asks for a Discount

Posted on Tue, Feb 28, 2017

A discount can help accelerate a slow-moving deal, create goodwill, and give you leverage for requesting concessions. But you’ll only reap these benefits by discounting strategically -- not whenever your prospect asks for one.

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Topics: trade show plan, Trade Show Marketing Tips, trade show tips, trade show selling

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

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

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

Add the element of surprise in your trade show booth

Posted on Thu, Dec 08, 2016

One of my greatest marketing secrets,  I learned from my father. When I was 12 years old I worked for my father on Saturdays in his retail store. The challenge he faced was having a number of small and inexpensive items of various types left unsalable. There weren’t enough of any one product to have a dedicated sale and discarding all of these items would have affected his bottom line. What he did was randomly package five or six of these items into a small paper bag. Then he taped all the bags closed and placed them all in a bin. On the top of the bin he created a hand-made sign which read, “Surprise Bags - $ 1.00. He sold them all in one weekend.

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Topics: trade show plan, Trade Show Marketing, tradeshow tips, face to face strategy, trade show booth plan

The 15 Types of People You’ll Meet at a Conference

Posted on Thu, Oct 13, 2016

This blog is hilarious if nothing else.  It shows you the different types of people that you can meet in your trade show booth during a event.  It is SO TRUE!  So when you are working your next booth - make sure to qualify your prospect and determine if they are the right candidate for your product or solution.  Remember these images and and quickly try to determine if you should be focused and spending your quality time talking to this prospect - or just thank them for stopping by and move on to the next person.  Remember - your job is to collect qualified candidates from the trade show to help grow your company's bottom line!  
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Topics: trade show plan, trade show tips, trade show prospecting, trade show selling

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