There are many good tips for those preparing to work at a trade show. Some are more important than others, though. Here are 5 of the best tips that I think will help you make the most of your trade show.
Know the Show’s History
Before you ever setup shop in a trade show, you need to ask specific questions. How long has the show been around? What kind of crowds does it attract? Rich? Middle-class? Large? Small? Does it have enough parking? And if not, is there public transportation? All of these questions are important. They affect how well you can promote your product. So get the info. Make sure the event is promoted properly. Ask other vendors how they’ve done in the past and what they expect to do in the future. In short, do your homework.
Your display needs to attract attention. It doesn’t have to be big or flashy. You don’t need a gimmick, although they can be helpful. But you do need signs and photos so people will know what it is you’re selling. Have a working floor model if possible. People like to inspect products before they buy, and it’s difficult for them to do that if you don’t have one ready and in tip-top shape. No one wants to buy something that’s looks like it fell of the back of a truck. Unless you want to attract the “yard sale” crowd, make sure your booth looks professional.
Have a Product
This seems like it should go without saying, but you need to have something to sell. If your product is unavailable or doesn’t work the way it’s supposed to, then you won’t do well. You will lose customers. This also means having literature and trained staff. Pamphlets and knowledgeable staff are just as important as having a product. They help sell your product. They give it a human appeal by making connections to attendees. Think of product literature and staff as the background for your product. Nothing you sell will look good if the presentation is sloppy or not there.
Have Business Cards Ready
Business cards or promos will make you memorable. Many attendees don’t buy right away. Sometimes they like to shop around. When they are ready to buy, they won’t remember you if you didn’t give them something. It can be as common as a business card. It can be a keychain. Whatever it is, make sure it’s not nothing. “Just looking” doesn’t mean they won’t buy, but you won’t get them back if they can’t remember your name.
Don’t Scare People Away With Your Sales Pitch
Attendees are often like deer, you don’t want to spook them. Pushing your sales pitch too early or too strongly will scare away customers. Make eye contact with passersby. Be friendly. You don’t want to sit there and seem uninterested. But once you have interest, don’t push too hard. A little small talk can go a long way. attendees will feel at ease, and they will be more likely to buy because of it. Explain what your product does. Show them what it does like a friend would, like you are just really excited about your product can do. Then you can start your sales pitch. Attendees want to know how your product can help them, but they don’t want to feel pressure. The simple approach is best. You need to make potential customers feel safe and shape your pitch to their exact needs. It needs to be about them.