Benefits of the Northern California Facilities Expo:
Generate Sales Leads
Establish a Corporate Identity
Provide Valuable Face Time with Customers, Partners and the Media.
52% of companies report leads obtained from tradeshows are stronger than leads gathered from any other marketing medium.
Pre-Show Preparation:
Take advantage of Pre-Show Marketing Opportunities
Free Passes are available for exhibitors to invite their customers to attend the expo! 90% of exhibitors who use free passes to invite their customers & prospects to the show report the process effective!
The Pre-Registration List is a valuable opportunity to attract attention to your company and your booth before attendees get to the show.
Buyer/Seller Connection Program
Great Ideas for a Pre-Show Mailing Include:
Alert current customers and pre-registered attendees to the show.
Invite attendees to visit your booth and offer a Show Special Provide an incentive.The average attendee visits 10 - 12 exhibits. Don't be missed!
Hype a new product and it's unique features.
Determine the top 10 questions that will be asked and answer those in advance.
Advertise in the Official Show Directory. This is the audience you want to hit and ad prices are less than 1/2 the cost of the average trade magazine.
Tag your existing advertising campaign with the event logo and your booth location.
Prepare your Sales Staff:
Who will be there?
What are the company's goals?
Show hours
On-site Company Meetings
Alert them of any pre-show promotion so they are aware of show specials or ideas promoted through advertising
Networking reception is beneficial to create leads and valuable relationships with clients.
Sales Staff Clothing
Dress for Success!
Coordinate similar dress or company staff shirts, possibly in conjunction with your booth.
Wear comfortable shoes.
Attendees come to sales shows to find out what the competition is doing. As an exhibitor, you should prepare and focus on consultative selling, discussing trends and industry changes.
Practice sales lines.
You have 7 - 10 seconds to attract a potential customer - be prepared.
You have 3 - 5 minutes to qualify your prospect. Lead the conversation in the direction you want it to go.
Allow yourself 15 minutes in the booth before you begin. Gather your thoughts, become familiar with your booth and know your opening lines. Working Your Booth:
SELL Product and Get New Prospects!
Maintain peak physical and mental condition Be conditioned physically so you can withstand the rigors of 10-12 hour days, exhibit set-up and tear down, and the "work all day, fly all night" schedules. Have the mental agility to bob and weave with the variety you face day-in and day-out.
Master the skills of the profession Be a student of exhibiting. To be in control of our exhibit and event programs, you need to master skills such as planning, budgeting, marketing, project management, elements of design, and logistics. You need to be a life-long learner.
Work hard and smart To achieve top performance you cannot just work hard. You also need to work smart so you have time and energy left to live the remainder of your life.
Maintain a positive attitude To maintain balance and achieve the performance you desire, you need a positive attitude. We're not talking about "looking at the world through rose colored glasses." We are talking about glasses being half full and not half empty. We are talking about strategic thinking that allows you to work out issues logically and rationally, not emotionally.
Wear your exhibitor name badge on your right side so it's in the line of vision when you shake prospect hands.
Greet people with a smile and show attendees you are interested.
Stand next to or in front of your display. Avoid putting anything between you and a potential sale.
Take notes after you meet people. After they leave, jot down information you may use when you follow-up.
Avoid the temptation to spend too much time with one attendee.
Follow-Up:
Clear Your Calendar for the week after the expo. Give yourself time to follow-up on leads!
You need to be prepared to handle the results. It will not do you much good to collect hundreds of business cards from potential sales contacts if you don't have the time or human resources to follow through on the leads.
Act within a week of the show while the attendee's memory and ideas are still fresh.
To take advantage of Show Promotions and Opportunities, or to obtain more information, please call 800-827-8009 and ask for Northern California Facilities Expo Marketing.
