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9 Tips for Generating Leads at Your Next Trade Show

April 11, 2018

9 Tips for Generating Leads at Your Next Trade Show

When preparing for your next trade show, you begin to realize that your exhibit and your staff have done an excellent job of bringing people to your booth, engaging visitors, and discussing your products and services. You’re receiving overwhelmingly positive responses from the show attendees, you’re getting leads, and you’re expanding your network. But there’s something more you can be doing to generate leads.

Now is time to start incorporating lead generation into your trade show preparation. Developing an in-depth strategy in advance of your next trade show will not only assist in generating more leads, it will teach you to prepare for each trade show in a more tailored way that is geared toward the attendees and more importantly, your target audience.

Getting started with your new approach may seem difficult at first. However, there are a few tips and tricks you can follow that will greatly improve your lead generation strategy. One that covers a variety of areas including before, during, and after the trade show.

Get Those Leads!

  1. Choose the Right Shows—Choosing the right shows for your products and services is of the utmost importance. You want to be sure you are displaying your products and sharing your services to the right audience, more specifically your target audience. Conducting research before you choose a show will ensure you strategically pick one that will consist of attendees looking for products and services like yours.
  2. Develop a Plan and Set Goals—After you choose a trade show that is inline with your products and services, create a plan prior to attending the show. Know what you want to accomplish while at the show. Be sure to set goals that you want to reach, and results you want to achieve by the end of the show. Be clear on how you are defining a successful show. Is it sales leads, product engagement or feedback, increased sales, or possibly recruitment for new team members?
  3. Strategize—Researching the venue before the show will greatly help you when it comes to choosing a strategic booth to set up your exhibit. Know where the high traffic areas will be. Will they be near food vendors, a corner aisle, or potentially right by the entrance of the show?
  4. Think About the Design of Your Booth—You want your booth to communicate your brand message clearly and in a simple and to the point manner. Make sure your message is precise yet conveys what needs to be conveyed to your audience. This can easily be accomplished when you are purchasing your exhibit with the help of Skyline Trisource Exhibits and their design specialists.
  5. Make Sure your Staff is Prepared—When at a trade show, you want your staff to be upbeat, friendly, eager to help, and above all, know all there is to know about your products and services. They should always maintain a high level of professionalism and are the ones most enthusiastic about representing your brand in a fast-paced, high energy environment. Having your staff dress cohesively is a great approach as well, especially with the same branded attire which can do wonders for brand recognition.
  6. Visit Other Booths on the Show Floor—This is a great strategy that allows you to network with other exhibitors and possibly generate leads with them. Doing this can also provide further insights into the trade show audience and help you to improve your approach to generating leads. Even give your competitor’s booths a visit to see what they are doing different than you and if they are implementing a strategy that could also benefit your exhibit and company as well.
  7. Is there an Informative Component?—You are most likely going to be presented with a variety of inquiries about your products and services. This is a great time to step up and be that educational and informative voice. Establish yourself as an expert in the field by answering questions as if it was a breakout session, which will increase your credibility and can prove to be effective by turning the askers into new leads or steering them in the direction of your booth where you can let your products and services do the talking.
  8. Follow Up—Be sure to follow up with all of your leads as soon as possible. Having an email template prepared and outlined before the show can help you expedite the process. This will not only demonstrate that you care about your clients/potential clients, but that you are dedicated to providing outstanding service and establishing relationships with your clients.
  9. Track Your Results—Track your results from the show as you go to make it easier to compare your goals or the end results you desired with the leads you generated while at the show. This allows you to compare and contrast to make a determination on whether it was worth it to attend this show and if you will be going back the following year.

Contact Skyline Trisource Exhibits before Your Next Trade Show

The team at Skyline Trisource Exhibits has years of collective experience designing and constructing eye-catching trade show exhibits that will help you stand apart from the competition. To learn more about Skyline’s trade show exhibits, call 216-642-6180 or send an email to kjones@skylinetrisource.com.

Trade Show Lead Generation
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