Think you know how to work a trade show?

This will be a several part series that goes over the do's and don't of trade shows. Trade shows are a key to your business success, both attending a show as a guest and being an exhibitor is a must. You need to find out what shows are best for you to show off your product with a booth and which shows are better for you just to attend, the only way to know this is to actually go to the show and check it out- it's a bit of trial and error, but either way your presence there is necessary for your business to succeed.

The most important element of a trade show is to remember to sell- do not leave your sales shoes at the door- and do not be lazy!
But somehow most people tend to get lazy when attending a show- they expect people to walk up introduce themselves and throw money at them. Let me give you a big tip- THIS WILL NOT HAPPEN- you need to work a trade show, just like any other client. Sales reps die at trade shows all day long, so do not make that mistake. Selling in a booth is totally different from selling in the field. Most shows are not for selling, but for visits existing clients and qualifying new ones. Actually its more about generating leads, then actually selling anything.

But anyway you look at it- trade shows are full of bad sales techniques- so I am going to take a few parts and explain them to you and how to not fall into that category of what not to do.

The first DO NOT at a trade show and this is a biggie!
DO NOT sit in the booth!
This is the biggest no no! Usually the sitters are the people who were forced into coming and they are not the sales staff- either way there is no excuse for sitting in the booth. You should not even use your chairs- and in no way should you have your butt on the seat. Push your table back and stand in front of it- and invite people into your space- that way you can have a more intimate conversation with them that is out of the way of the other guests. The easiest way to invite people into your space is with a promotional product, and even better- something that is sparkly and will catch their eye. Even something basic as a pen, calling people over to you and saying "here is a pen" or "have a notepad" gets people to come over to you- do not be the booth that has promotional products sitting on the table- hand them out people! Come on don't be lazy- you are working the room. If someone is not a qualified lead- the give them your product and them them on their way- don't waste your time or theirs. If they are a qualified lead then you have a minute to get their card and give them yours. It's a win win situation, and now they also have a product with your name on it, and remember- people who receive a promotional product will remember your business longer.

7 ways to keep your business moving forward!

Here are 7 tips on how to keep your business moving and shaking and most importantly growing with promotional products!

1. Make your business card work for you long after you leave, by putting your info on a pen. You company message will be used and seen for many each and every day. Pens are an inexpensive and effective way to get your name out there.

2. Be Generous! Remember to give two of everything, one for your customer and one for them to give to a friend. Magnets or calenders work great for this, because they are both useful and inexpensive.

3. Thank your customers. Give them a gift that they can use everyday that is nice. A keychain or nice ballpoint pen in a nice gift box works great for this. Its a great way to say Thank you for doing business with us and we cannot wait to work with you again!

4. Remind customers to reorder. Place a calculator at near the bottom of their box of items so as they are running out, they will find a calculator with your contact info on it and they will remember to reorder, because they can use the calcultor to figure out how much stuff they need to reorder. Also keep track of how often they need new products. If you know a company goes through 500 pens in 3 months, then contact them after 2 months and start reminding them to reorder so they are never out of promotional products.

5. Prompt Action. Offer a coupon for a discount, and put an expiration date on it. People want to use coupons before they expire.

6. Create traffic. Offer a free gift with purchase. If you have a store, put a sign in the window.

7. Increase company awareness with wearable products. Hats, T shirts, and jackets are walking billboards. Wear your logo at the next lunch or networking event that you attend. Not only are you branding your self, but you are showing your customers what you do. You can make walking billboards for your customers as well. Also it shows loyalty in your company and product, you are proud of what you do.