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1. Decide why you are exhibiting and what you wish to achieve. Have some specific, measurable targets in mind. E.g. Get 300 qualified sales leads or conduct 50 research interviews.
2. Design your stand to help deliver your objectives.
3. Have one person in charge of every aspect of the exhibition.
4. 80% of stand success is down to staff, so train them.
5. If you can invite people, do. If you don't your competition will.
6. Formulate a plan to categorise leads for follow up.
7. At the show, let people know you are there, advertise.
8. Don't ask closed questions.
9. Keep your conversations with clients short and concise.
10. Turn off your mobile phone.
11. Focus, get all the details you can from your prospect.
12. Make a rota, so everyone knows where he or she is and what he or she is doing.
13. Make eye contact and smile.
14. Listen to your prospect and sell benefits not features. E.g. this is good for you because…
15. Go for it! Have staff whose presence says "Hi, how are you?"
16. You and your staff need to look fresh and feel fresh.
17. Use all 5 senses to attract people to your stand.
18. Have daily team debriefs.
19. Classify all leads.
20. Don't eat whilst on the stand.
21. Don't get into conversations about products you do not know, ask another team member to help/demonstrate.
22. Remember why you are there, stay focused on your objectives
26. Talk less, listen more.
23. Conduct a show debrief with the stand team.
24. Follow up leads, you will need to contact them at least 6 times.
25. Make use of all the information you have gathered.
26. If it is a successfull event, book early for next year.
Give Jason, our agency Creative Director a call - 0118/958/3454. He will give you more information about
how to create a solution for your next exhibition that will get into your customers' heads.
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