1. Set Specific Trade Show Objectives! When asked, most trade show exhibitors do not know why they are attending the show. Maybe your objective is to build your email newsletter list by collecting data for a prize drawing. Whatever it is, be sure to know your show objective.
2. Eye Contact Rule. You can save yourself time by talking only with those who make eye contact. People who do not look at you or your booth are not looking for a reason. Remember, you can only speak to so many people at an event, so make the most of your time.
3. Know your Target Market. Even though you may service many areas, your target market is where you spend your advertising dollars. Know who fits your target market and watch for them to stop by your booth. You might even have something special for them, like a premium promotional item or a different set of marketing materials.
4. Listen First, Talk Last. Do not begin by talking about your company. First, ask questions about them. You will quickly determine if the prospect is part of your Target Market. Remember that the reason you are there is to meet qualified potential clients.
5. Strengthen Your Message with Promotional Products. Promotional products will draw more attention to your booth. By using a promo that relates to your product, service or marketing message you can increase the impact of that message.
6. Collect useable data. A trade show can be an excellent source for collecting information. One of the easiest ways to do this is by having a prize drawing and asking questions you can benefit from on the entry form.
7. Follow Up! Have a plan in place for following up on leads as soon as you get back to the office. Not only does following up have a great impact, but will serve as another point of contact keeping you in the eye of your prospect.
