5 Ways to Grow Your Trade Show Leads

Countless business deals are done at trade shows every year. This is why they are one of the most effective ways you can promote your business whether it is a starter up or an established enterprise. In fact, according to some studies nearly 80% of trade show attendees say that exhibits influenced their decision to purchase from businesses. So, what are the best strategies for increasing your trade show leads?

  • Prepare an elevator pitch…and more: You’ve no doubt heard of the “elevator pitch” by now. This is a concise summation of your business proposal and what it can do for potential clients/partners. When you attend a trade show you should have this brief pitch ready but you should also be ready to expand upon it. A trade show is a time to pitch your company by presenting attendees with brochures, video presentations, product demonstrations and more.
  • Set up pre-show booth meetings: You should plan your trade show appearance at least several weeks in advance. Set up a meeting with attendees in order to gather intelligence on how your display will go.
  • Choose strategically: Part of the planning process of your trade show appearance should to determine if you are even exhibiting your business in the right venue. Make sure that you choose a conference, convention, etc, that aligns with your business and its goals. This will inform you as to the kinds of people who are likely to attend and whether they can help you achieve your business goals.
  • Choose the right location for your trade show booth: The old real estate adage about location, location, location is true of trade show space as well. Try choosing a high traffic area such as near a food and beverage station. You may also wish to choose a location that is adjacent to your competitors so that you can tap into some of their traffic.
  • Make the design of your trade show booth eye-catching: You don’t have to spend many thousands of dollars on an exhibit but it should be attention-grabbing as you will likely face a lot of competition depending on the size of the trade show. Our custom trade show exhibits are attractive yet understated as is our 10×20 trade show booth.

In the end, it’s all about the quality of leads you acquire and not just about sheer numbers. Using these tips you will hopefully be able to generate many quality leads that can make the cost and time you invested in your trade show presentation pay off.  

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Trade Show Mistakes to Avoid

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Trade show presentations take a lot of time, effort and money to organize but it is all worth it if it helps you to boost sales, increase brand awareness, clear stock, or introduce new products to prospective buyers. However, just as trade shows present the perfect opportunity to grow your business, they can also be full of pitfalls that can hinder your company. Thus, we would like to give some advice on how to avoid these five common trade show mistakes:

  • Poorly designed display booth: You will have plenty of competition at most trade shows and a well designed, eye-catching display is essential to stand out from the competition. A well seamlessly designed, colorful trade show exhibit also helps give customers a sense of what your company is about. A poorly designed, cheap exhibit will cause potential leads to walk away from your booth either in confusion or disinterest. Our custom trade show exhibits can make sure that your company’s message is clear, convincing and attention-grabbing.
  • Going too small: Small trade show exhibits generally get less traffic than larger ones. Always go with as large a display as you can afford. Be sure to also use multi-media presentations to really wow audiences and capture their interests.
  • No specific goals: There are a number of reasons that companies attend trade shows. We stated just a few of those reasons in the introduction to this post. Determine before you attend the show whether the goal is to increase brand awareness, clear stock, introduce a new product line, etc. This will help you design your display and craft your message in the most effective way.
  • Wrong person in the booth: The wrong person in the exhibit booth can damage your business. Ideally, the person who you put in the booth should be someone who is knowledgeable about your company and its products/services. He/she should also be personable, articulate and able to connect with the public.
  • Poor follow-up on leads: Many trade show exhibitors fail to follow up on the leads they have gathered. This is a waste of time and money since setting up an exhibit is a considerable expenditure of both. First, have a plan on how you will contact leads and what you say to them and then follow up.

As we’ve stated, the opportunities to benefit your company are unlimited as long as you avoid these common pitfalls that many trade show exhibitors make. However, it’s about more than avoiding mistakes. You must also impress your potential clients. Our 10×20 trade show booth is one way you can do so. It is easy to install, dismantle and can be made to adapt to any trade show.