The EXPERTISE of exhibiting

Presented by:

The 4 P’s

of exhibiting

TRADE SHOWS 2500 consumer Trade shows

Attended by 120 million people

Who spend 150 BILLION dollars

The 4 P’s of exhibiting Planning

People Skills

Productivity

Promotion

PLANNING Know your environment

investigate the competition

build your brand

network

gather market information

reinforce client relationships

feature something new

new

GET LEADS

A

Jane Doe Table top display Show in Oct. Just moved to town

rank leads

PEOPLE SKILLS 7 out of 10 companies don’t train their staff

80% of show attendees base their opinion of your company on the

actions of your employees at the booth The 5 steps to “E’s” booth selling

Engage-approach attendees Excite-the benefit of doing business with you Educate-what you do better than anyone else Encourage-an action Exit-so that you can talk to your next prospect

DISPLAY STUCTURE MARKETING MESSAGE MERCHANDISING METHOD INCREASE PROFITS WITH PROMOTIONS FOLLOW-UP LEADS EFFECTIVELY

74% OF COMPANIES COLLECT LEADS 85% NEVER FOLLOW-UP

PRODUCTIVITY-CREATE A DYNAMIC DISPLAY

Coordinate your entire exhibit

PROMOTIONS & FOLLOW-UP

FOLLOW-UP ON LEADS EFFECTIVELY

OVERVIEW: PLANNING SHOW SERVICES IMAGE & DESIGN SET GOALS COLLECT LEADS

PEOPLE SKILLS

TRAIN STAFF COMMUNICATION SKILLS ETIQUETTE INTERACTIVE

PRODUCTIVITY

PROMOTIONS

DEMONSTRTIONS OFFERS & GIVE-A-WAYS SAMPLES FOLLOW-UP

MESSAGE MERCHANDISING METHOD NETWORKING RESEARCH

THANK YOU FOR

ATTENDING

The EXPERTISE of Exhibiting Presented by: The Image Resources Group & Wichita Metro Chamber of Commerce PLANNING

• Know your environment-Booth location, electricity, Wi-fi. • Set your show goals-Getting sales, leads, appointments. • Build your brand-What makes your company unique? • Network-Network with other exhibitors they maybe future customer or their customer’s maybe your

target customers. • Gather Market Research-3-5 questions to ask attendee’s to gain knowledge about your potential clients

wants and needs. • Reinforce existing client relationships-Send invites or a special offer to your top clients. • Feature something new- what’s new, hot or trendy in your industry. • GET LEADS- Rank your leads and follow-up effectively.

PEOPLE SKILLS • Discuss ideas and themes • Set goals • Use the 5 steps to “E’s” selling

The 5 steps to “E’s” booth selling Engage • Be proactive • Approach attendee • Use questions to get customers to stop

Excite them with benefits • Give them the benefit of doing business with you • Tell them how you are going to help them

Educate them with the features you offer • What it does • Why it’s great • Why your company is the best choice

Encourage an action • Sell them something • Watch a demonstration • Fill out a survey • Set an appointment

Exit • Thank them for their time • Smile, shake hands • Give them literature or sample • Say goodbye, disengage and move to the next prospect • Watch a demonstration • Fill out a survey • Set an appointment

PRODUCTIVITY • Display Structure- Choose a display type, use bright colors and updated graphics or have a theme. • Marketing Message-Is your message clear? Can you tell by looking at your exhibit what you do and how

you do it? • Merchandising Method-Can your products be seen? Display them in a consistent way with your booth

theme. • Coordinate your exhibit-Dress up with a theme, have company shirts, look different from the attendees.

PROMOTIONS–Before, during and after your tradeshow

• Before-- Send emails, invitation use Social Medias. • During- Send Tweets; give a-ways, samples, demonstrations, special offers. • After- Follow-up on leads within 3-5 days, send a Thank you card or special offer, ask for referrals.

Thank you,

Angie Elliott Shannon Morrison Wichita Metro Chamber of Commerce The Image Resources Group

316-268-1129 316-267-8027 @wichitachamber. smorrison@theimageresourcesgroup.com