Now that summer’s almost over, it’s time to begin planning for upcoming fall trade shows. You know, those shows where you have to go and stand around in a 10′x10′ box and pray that someone will actually stop and talk to you! Yeah, those shows…
If that’s your mindset, then you’re setting your organization up for failure. Instead, think of these shows as opportunities to get face to face with potential customers. People today can learn almost everything they need to know about a facility from the Internet (provided it’s a good website), but the reason they attend a camp show or trade show is to SEE and MEET who they’ll be doing business with.
With that in mind, here are 5 tips for making the most of your next trade show:
- When someone walks by your booth and pauses, ENGAGE! The pause is your invitation to engage them in conversation.
- Small talk wastes both their time and yours. Once you engage, get right to the point of why you’re there. Sample – “Good morning! What interests you about Glorieta?”
- Never sit down! When you sit down in your booth, you’re sending the message you don’t want to be bothered. Working a booth at a show can be exhausting. Wearing comfortable shoes is a must.
- Don’t leave your table at the front of the booth. A table left out front creates a potential barrier between you and your visitors. Instead, move it off to the side and create an open space where visitors feel invited in.
- FOLLOW UP, FOLLOW UP, FOLLOW UP! This is absolutely critical. The whole reason you go to these shows is to connect with people who are in interested in your camp or conference center. Once you’ve connected to those who’ve shown interest, they become a qualified lead and should be followed up with promptly.
One last thing to remember. At a show, you have 6-8 seconds to capture someone’s attention and gain their interest as they walk by. Be very aware of this as you design your display. If you can’t draw them in, you might as well go spend your money somewhere else.
Now it’s your turn. What have you done that worked well for you at a trade show? When you attend a trade show, what makes you want to stop and talk to a vendor? Please share your thoughts with us.
2 comments tagged as exhibits, trade show tips, trade shows | Christian Camping, Christian Event Planning, Christian Meeting Planning, Christian Retreat Planning, Christian meeting planners, Meeting Planners
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Since you are speaking with a numerous amount of people at a trade show, it can be very difficult to remember who someone is and what they are interested in just by looking at their business card. I always make sure to a take a few notes down on their card either while we are talking or right when they walk away and the information is still fresh. This way when you follow up with them it will make it more personal and show that you remember what they are interested in.
Good tip Kayla. I try to do the same thing, or if they don’t have a card, I’ll write my notes on one of my cards. Just have to make sure I don’t give out my card with notes on it!