Top 3 Exhibition Mistakes that Cost You Valuable Conversions:
If you are a small business or brand, exhibitions are the most effective selling tool. When prospects first visit your stall, it needs to:
Build their trust and
Convince and convert them to become loyal customers.
We have observed and learned that the secret to outstanding exhibition and trade show performance (and it cannot just be good anymore, it has to be outstanding) is to avoid these 3 costly mistakes:
Poor Booth Design:
Make your exhibition booth or your stall stand out from the rest. A poor booth design puts off your chances of attracting any prospective customers. Make your booth seem worth their time and not just like any other blade of grass in the garden among the 30 to 40 odd stalls at the expo.
Be brighter, funnier, simpler, maybe even crummier, but don’t just look good ensure that you are extraordinary and outstanding.
Do not seem occupied:
If you are busy chatting away (on the phone or with other booth staff),you would be perceived as being busy and people might not be willing to interrupt. So, make sure you have all your attention dedicated towards the purpose of your presence at the exhibition.
Avoid eating at your stall or siting. If need be excuse yourself from the stall and arrange a suitable substitute to take over the responsibility.
No Customer Experience In Mind:
Not placing the customers first is the primary reason for failure of exhibitions. Most Exhibitors go to the trade shows thinking, that “We want to tell the world about us, we want to get leads.” Whereas, the winners think, “When someone comes to our booth we want them to be intrigued enough to learn more about what we do.” This difference in attitude makes abundance of difference that could turn the tables upside down for the exhibitors.
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15 Things Your Boss Wishes You Knew About Exhibitions:
There is a lot to learn when you attend your first exhibition as that is probably your first encounter at trying to market your brand in the presence of your competitors and numerous prospective clients.If you are lucky enough you would be provided training on the organization’s expectations, policies and procedures before heading to the event. However, it is more likely that you would learn on the go. Here are15 Things Your Boss Wishes You Knew About Exhibitions.
1. Research Well:Every exhibition is going to be a fresh new experience, so do not assume that your organization’s reputation from the past events would make your task easier this time around. Make sure you research well about the exhibitions, the visitor’s demographics, competitors participating,etc., and get your goals straight.
2.It is not always pretty and perfect:
You might be shocked and surprised at the amount of drama and tension that would exist at exhibitions. Ranging from annoying visitors, other booth staff, people making snide passes,etc., to failed equipment or shortage of collaterals. There are numerous hurdles that might come across while at an exhibition.
3.You will make mistakes:
You are bound to make mistakes and learn from them,this holds true in the case of the exhibition industry as it is to any other field or professional. You might waste enormous of your time and energy on a casual visitor at a stall, as you have failed to evaluate your purpose. Or, you could be running out of collaterals, giveaways, etc., at your stall, or maybe you were just a bit nervous. This is all perfectly normal as people are bound to make mistakes and learn as time progresses.
4.You Have not Arrived:
Now that you have been selected to be a part of the exhibition and spend time away from your work desk, you do not get to sit back and relax. You should instead try to put your best foot forward and mileage your organization’s presence at the exhibition. Try to be more people focused, which would surely help you become successful.
5.You Represent Your Organization and Brand:
You are being judged every second as some visitor or the other is making their first impression on you and thereby your brand. Nobody would want to work with you if you come across as someone who is not professional. So, always remember that you represent your organization and brand.
6.Know Your Audience:
It would get easier for you to sell or get leads, if you know your target audience at a trade show. You sure would not want to waste your time on someone who is not a prospective lead. Just as before you got this new role,you need to make sure that you understand the expectations out of your trade show and understand how good you are making your brand and organization seem.
Try to stay in harmony with your booth staff and make sure you have trained them well to be there at the exhibition. Train them in the acceptable behaviour at the stall, you would surely be happy with the time you spent doing so.
8.Be Visible and Available:
Unlike other marketing attempts you are likely to come face to face with your competitor, leaving your visitor numerous options to chose from. So, make sure stall more prominent and visible. Also avoid talking to your booth staff a lot as if might send across a message that you are occupied and would not like to be interrupted.
9. Have Fun:
The exhibition is sure an important part in your career, but make sure you have fun and make the most out of your presence there. You might end up making some brilliant contacts when you head for a casual networking spree.
10. Dress for the occasion:
First impressions are made even before someone speaks so make sure you are dressed for the occasion and people would find you impressive,as that is how they would remember your brand and organization.
When you are at the helm of affairs, it requires you to take some quick decisions and not wait for the approval of your boss at all times. So, make decisions even if you are scared of making a wrong decision as any decision is better than a no decision stance. Take decisions and learn from it, in case it turns out to be wrong.
12. Take criticism positively:
Exhibitions and trade shows are the apt place to receive direct feedback about your product/service so make the most out of the opportunity and make a note of all the feedback you receive. Try and resolve what ever problems you can immediately. (Refer to Point 11).
Say thanks and be courteous always, as people would remember the way you made them feel, rather than what you said. So, in between all the carping, demanding, kicking and the screaming out of stress, being grateful would help you stay grounded.
The importance of Follow Up is stressed every time someone speaks about a business/marketing effort and the emphasis is worth it all as this is where the real lead conversion takes place. So, never ever underestimate the power of follow up post an exhibition.
It is all but natural for you to be overwhelmed while at an exhibition. However, take on the new role as just another challenge that has come your way and excel in it as you go on. Remember to stay people focused, while keeping the channels of communication open and have a positive attitude and you would see things fall in place.
Heading to an Exhibition? You Are Sure to Meet these 5 People:
Students and Researchers:
These are the kinds who are visiting your stall probably for some information and are likely to ask you questions related to openings in your organization and the freebies you are giving away rather than about your product. Most likely not your prospective customer, so don’t waste much time on them. However, make sure you take down their information, because those that aren’t clients now may remember you later.
Competitors and Industry Peers:
They might not be upfront about it, but it is obvious that they would be trying to check on your stall to see if they need to fear your presence. However, do not pay heed to it unless they are really bothering,interfering or distracting you.
Exhibitions are full of these people who are there to know about your product or exhibit. Although they might seem like a prospective customer, there is also a huge possibility that they are just window shopping.So, it is ok to ask your visitors in a polite manner if they are at the window shopping or even whether they would be able to make a purchase at your stall if they wanted to.
Be it a happy or a disgruntled customer, there is no better way to draw attention to your stall than these people as an unhappy customer might complain loudly, while a happy customer is the best marketing you could hope for. In both cases, make sure you would interact with them and try to take some real steps towards solving any problems that is present. Remember Customer Service is the key.
The most prominent reason for your being at the exhibition is to generate successful leads. They are the people who have probably never heard about your product, organization or service, so do not falter in your attempt to impress them and answer all their questions, because the successful lead is going to be worth it all.
With these models in mind, you should be able to prioritise your time effectively at your next exhibition.You can try digitising your tradeshow to ensure that you do not have to spend much time talking to everyone about the trivial details of your product. At such times a standee with a QR code for people to scan and download your brochures would come handy where you can save ample time on distributing collaterals and collecting information. A simple tool like Digibrocmight come handy toRevolutionize tradeshows with Digital Brochures.
Try to get your goals laid straight and make sure you and your booth staff are well informed of the expected result out of this exhibition.
2. Not Training Booth Staff:
We sure agree that you might need some help with handling the exhibition as you cannot do it alone and that is perfectly normal. However, it is important to train them to be polite and not indulge in any unpleasant behaviour at the exhibition as someone or the other is busy making their first impression about you, your product and your brand.
3. Overloading Too Much Information:
Your visitors are sure interested to know more about your product, but not all about your organization. So keep it simple and answer to the point rather than overloading too much of information.
4. Being Quick to Pack Up:
First person to be there at an exhibition might seem good, however if you are the first person to leave the venue, then there is a lot that you would be missing out on, as a lot of networking and discussions happen post the event.
5. Not Realizing the Importance of Follow- Ups:
Most events do not end when the visitors leave the venue, actually that is where the most important part begins. So, make sure you follow up with your prospective leads and track them based on their preferences to make sure you develop a good number of qualified leads out of the expo.
Beauty of the heart and soul is surely important, but it is also important to appease the eyes as the first impressions are often formed without a consent for the inner beauty. The Beauty and Cosmo Tech Expo 2014is a unison of the various professionals from the beauty and spa industry, coming together to exhibit their products and services under one roof.
The Beauty and Cosmo Tech Expo 2014would take place at the nation’s entertainment capital Mumbai on 5th and 6th of May, 2014 followed by the exhibition in the Nation’s Capital Region, Delhi on 8th and 9th July, 2014.The Highlights of the Beauty and Cosmo Tech Expo 2014 and the prominent reasons to be a part of the expo are as follows:
The expo would have all the leading experts and pioneers of the beauty and Spa Industry present to discuss, impart and share the knowledge about the best practices covering all the Exhibit Segments for the Industry Trade Visitors to take home the latest trends and innovations from these informative Conference, which are meant Free only for the Trade Visitors.
» Private Label – Checklist and Practical Science for getting the products manufactured and Labeled under your Private Name
» Label Changing Packaging Techniques
» Emerging Trends in Perfumes
» Changing Trends in Personal Care
» World of Herbal and Natural Products
All this and much more is in store for all those visiting the Beauty and Cosmo Tech Expo 2014however, the biggest takeaway at the event would be the fact that you would not have to carry tons of brochures along to carry valuable information back home. The exhibitors can now save immensely on the printing and distribution costs of the brochures as the Beauty and Cosmo Tech Expo 2014would be powered by Digibroc, which facilitates easy distribution of brochures by simply scanning a QR Code.
No Printing and Distribution Costs
No Risk of Running out of Brochures
Generate Leads and their information
Follow up with your leads based on their preferences
Get Qualified Leads
Digibrocnot just benefits the organizers, it is also a boon to the visitors who would no longer have to carry around tons of brochures. This apart there are many more perks for the visitors like:
Scan QR codes of brochures and products you wish to know about
Get Personalised Brochures
Get follow up calls and emails only for products that you are genuinely interested in and carry you brochures on your mobile.
You have been planning for several days to organize that perfect exhibition,which would bring value to your organization, but you still don’t find something that would make it stand out from the rest. Then do not strain your brain trying to come up with innovative ideas that would cost you a bomb, instead you could simply “go green” and save a lot of money, while also standing out from the rest.
Here are 5 Tips to Go Green at Events this Earth Daythat would help you stand out from the rest.
5. Optimise Energy Use:
Try to conduct your events during the day, which would provide ample bright light, helping you to save immensly on the fancy lighting costs. Also ensure that the electronic gadgets and equipments have been plugged out and not just switched off, as most of these equipments come with a facility to backup power for over 3-4 hours, which would mean that they would be drawing the power of 15 or 20 watts even when they’re turned off.
Plan your event in a place that would not require your guests to travel far,which would result in excessive vehicular pollution. Also try to arrange for an eco friendly vehicle like a golf car to shuttle the guests around the event venue, which would save on ample fuel and its emission.
3.Avoid Priniting Brochures:
Avoid printing brochures and go digital, this would not just save you immensly on printing, distribution and logistics, but would also earn you brownie points as you would be saving immensly on paper and doing your bit to save the earth. There are numerous collateral distribution tools like Digibroc, which would help you go paperless at your events with ease.
2. Use the Internet for Event Promotions:
In the age of information and technology, it is easy, economical and eco friendly to promote your events online as compared to the traditional marketing tools, which would require the abuse of numerous resources. Reduce waste by using websites like MeraEvents.com where you can list, promote and sell tickets for your events online. You could also Send them reminders and deliver their tickets online.
1. Use Organic Products:
Normal party ware is full of toxic dyes and plastic, and a goal of any eco-friendly event should be to decrease our dependency on petroleum. Try places that you can find everything from beautiful bamboo plates to recyclable paper tablecloths, the best option is to use less plastic cutlery.
Hope these tips were helpful, make sure to give back your bit to the earth not just today, but every day as it is our shared responsibility to protect the earth. Happy Earth Day.
Exhibitions offer ample opportunities for organizations and exhibitors to promote the brand, product,etc., while also serving as an ideal ground for market research and derive user feedback on the products. However, most exhibitors fail to make the most out of the opportunity as they lack the proper guidance about the accepted behavior at trade shows and exhibitions. So, here we are with a complete guide of 5 Dos and Don’ts for Exhibitors, which you can practise for optimum results at your next trade show/ exhibition.
5 Dos and Don’ts for Exhibitors:
1.Research: Research about the audience and visitors that would be attending the exhibition and see if that matches your product identity as an exhibition might draw huge number of visitors, but not those who might possess an interest in your product. So, make sure you spend ample amount of time and resources on the first hand research rather than spending all your resources where you would hardly develop any quality leads.
2. Stand Out from the rest: The attendees at the exhibition are likely to visit almost every stall at the exhibition,which would mean that unless you stand out from the rest and explore creative ways of presenting your product or brand, the likeliness of the visitors recalling you stall.
3. Remember that your presence is representing your product or brand: At an exhibition people are constantly watching you and you are constantly leaving a first impression on someone so make sure you leave a good impression on everyone that is watching you. This visitors are looking at your booth and probably asking themselves if they need what you are offering and then decide on that by looking at you to know if they would want to work with you. This is probably not the right time for you to scratch or pick yourself.
You get just one chance to make a first impression, so make sure you make a good one as at trade shows it is these impressions that you leave on your visitors for which you and your organization would be remembered.
4. Remember the 80/20 Rule: People love to speak so make sure you let your visitors speak their queries and then address their questions to the point as nobody is practically interested in the entire history of the organization. Also make sure you ask your visitors if you have adequately answered their question with the pertinent information.
Tip:Incase, you feel a bit nervous make sure you take a breath or two, You would be happy you did.
5.Follow Up: Follow up is the most important and the highly ignored aspect of a trade show as the event does not end once you leave the venue. In fact that is where the crucial part of the exhibition starts as you would settle down to get back in touch with the vast data of leads that you had gathered at the exhibition. You would surely be glad that you did follow up.
1. Don’t overload the attendees with information: It often happens at trade shows that the exhibitors tend to overload the visitors with information, mostly because of their nervousness. Instead of trying to bombard the visitors with excessive of information and brochures you can Revolutionize tradeshows with Digital Brochures.
2. Do not Eat or chat at the exhibition booth: People would seldom want to disturb you in the middle of your meal, so if you are busy gorging on something you are also eating away a lot of your opportunities of getting quality leads. Also make sure you do not engage yourself in a conversation on the phone or talking with other booth staff, as you would be sending across a wrong message that “I am busy, so please spend your time and money elsewhere,” which is surely not what you might intend.
3. Don’t Smack at your visitors or other exhibitors: Whether it is your booth staffers, attendees or competitors all your conversations could and would be overheard and this would pass on the subtle message to your visitors if they should trust you as a person. In almost every buying decision, what is on sale is almost ancillary as compared to the impression we make on those who are selling the product to us.
4. Do not have untrained booth staff: Make sure that all your booth staff are well trained and are presentable to be a part of the exhibition. It should be your primary responsibility to train your booth staff and ensure that they are well informed of the objectives of being at the exhibition. Also make sure to train them in the acceptable body language at the booth as people might surely not wish to visit your booth letting the leads pass by you.
The tradeshow environment is surely a tough one and by the end of the day your entire body is sure to feel weak and numbed. However, make sure you never sit down at the booth as this might make you seem lazy and less approachable. So, if you are really unable to stand any longer make sure you find a substitute take on your stall and excuse yourself for a break rather than staying at the stall and doing more harm than good for the business with your sulking body language.
5. Do not hand out brochures without getting information in return:
Annotate your leads as you go and make sure you take the visitors information before handing out brochures and giveaways. However, this might take too much of your time and people might walk past your stall if they it is too crowded with people trying to fill up their details.
This is where you can get a bit innovative and go digital at your stall, one simple way to do this is to embed a QR code on the standee which when scanned via a smartphone would lead the visitor to the brochure page (post they enter their contact information). This would mean that it would help you generate quality leads and also keep a track of the products that really inspired your lead. Watch this Video to know how you can useQR Codes instead of Brochures at Trade Shows.
You spend ample amount of time, money and resources in planning for that one upcoming exhibition, where you hope to get the much needed attention for your organization. Exhibitions can be a large investment, particularly for the small and medium-sized businesses, which would reap long term benefits for the organization where the leads collected can be converted into loyal customers.
However, there are certain things that you might happen to miss while planning to be a part of an exhibition. Here are 4 Ways to Make business Exhibitions Work for You and get qualified leads at the end of the event.
Exhibitions and trade shows are an ideal place to meet industry peers and share knowledge, while also getting instant feedback from prospective clients about the products and services. These exhibitions can also serve as the ideal platform to build relationships and enhance contacts. In the digital era, exhibitions are the best place for marketing as it provides the opportunity to meet, connect and build a rapport with the existing as well as the prospective customers.
There is no better platform to indulge in product market research and work on the flaws of a product than an exhibition, so make sure you use this advantage that an exhibition has to offer to the fullest. Make sure you talk to as many people as possible and take opinions about the product, brand, sales pitch, marketing and the Sales Collaterals.
Proper preparation is essential for the success of an exhibition as it would maximize the opportunities of gaining better value for the money invested by means of quality leads. The more the time spent on thought and planning before the exhibition, the more likely you are to succeed at the event.
Follow the exhibitor manual carefully when you receive it and ensure you organise everything you need on your stand (such as lighting and electricity). Set objectives for the event and put a plan in place as early as possible. This should include all deadlines for getting the stand designed and the information you need to submit to the organiser. Get ample amount of sales collaterals, so that you do not fall short of them during the exhibition.
It has been scientifically proved that the learning from any event does not last for more than 72 hours unless revised and recalled by the person, the same applies even to trade shows and your visitors so make sure you follow up on the attendees at the tradeshow.
Always remember that the event does not end when it actually ends and people leave the venue, in most cases the real work begins after people leave. Most exhibitions offer data scanners, which means keeping track of who visited your stand is easy and hassle free. The data is then provided to your business in a spreadsheet after the event. This makes the follow up process much more efficient and ensures you have data for everyone you met, even if you didn’t get their business card or details.
However,it would not be possible to track the lead preferences from these data scanners, which makes it difficult for you to Track your Business leads effectively at Trade Shows. However, there are certain tools that provide lead tracking option via the QR Code or digital collaterals that you share with the visitors at the expo.
Hope these tips were helpful, we would be delighted to hear your opinions and views on the Ways to Make business Exhibitions Work for You. So, please leave us a comment.
That was surely a dream that seemed too good to be true, but yes, personally I would love to see such events becoming a reality. I go about with my day, still wondering if it would ever be possible to organize a A Trade Show with a Tint of Technologyas the ones in my dreams. Although skeptical about the possibilities, I try to say pessimistic and decide to search the internet for digital brochures at trade shows later during the day.
I Google and find many results that are of little help, however, there is this website that I chance upon speaking about revolutionizing the trade fair industry with innovative technology that can act as the most effective substitute for the conventional brochures.
Still sceptic about the possibilities and the effectiveness of the product I go through the site and read through their features. They surely had me hooked in the very first glance, which is probably why I had the interest to look down further and search through the information about the features that they offer.
I am done with the product information and try to run it over in my mind all over again. Leaning back on my couch with my eyes closed I recall the name of the product “Digibroc” and was trying to recall all that they had in offer for their users. After the 30 odd minutes that I had spend on their website, this is what I could recall.
Digibrocis a smart substitute for the conventional brochures as the exhibitors can now pass on their brochures to the visitors at the expo by simply letting them scan a QR code displayed at the stall. Wow! that means no brochures thrusted in my hands.
The exhibitors can send across personalised brochures to the people who have requested access to the brochure based on the user preferences. This would mean that I can get to see information about just those products and features that are of my interest.
The exhibitors can do all this and more i.e., in just four simple steps, i.e., Signup, Upload Brochures,Capture Lead Requests, Email Instantly. This would mean that the exhibitors can now keep a track of the brochures that I have viewed and share and thereby get back to me with the products or services that are of my interest.
All this and more at an impressive price, which is obviously far less than what exhibitors and organizations usually spend on printing and distributing physical collaterals. Whatmore! Digibroc, lets its first time users create a collateral for free. So, what are you waiting for? Go ahead and create you first online collateral for your organization or trade show and distribute your brochures digitally and Revolutionize tradeshows with Digital Brochures.
Back in my room after A Day at a Trade Fairor rather I should call it my worse day at the trade fair, I was sure about not stepping into one more trade fair ever again in my life and rest back on the best surrounded with pamphlets from the trade fair.
As I slowly drift into sleep I am awaken by the door bell it is my friend who stays with me. My friend invites me to a trade fair calling it the best ever event of its kind. I detest instantly and come up with lame excuses, however they serve no purpose and soon I am all set to leave and this time I think if i should travel in a truck to bring in all those “valuable” brochures back with me.
Laughing at my own lame not so funny thought I step out of the room head to the “best of its kind exhibition” as my friend claims. On reaching the venue it seems just like any other exhibition, with numerous stalls and neatly dressed men present in each stalls that are filled with people dressed in Armani and Gucci.
Still skeptical about going ahead I remain still when my friend grabs my hand and leads me through the exhibition, and to my utter surprise I see no brochures and pamphlets. No No, I don’t mean that there were no collateral on the floor like the previous trade shows, this one was different. There were no collaterals at all in any of the stalls, no prying eyes, no thrusting brochures, Nothing!
It was all so organized and with my friend by my side guiding me through, I was suddenly reminded of the student science fair, back in School where the teacher would escort us through the various projects by the senior grade students where things were organized and peaceful. Probably student science fairs are the only one apart the one I am attending now to be the most chaos free exhibition.
There were promotion of products and services made at every stall, even in this expo, but things seemed so different. It was all sans paper, it seemed like what you would call as a perfect “Eco-friendly” or “green” event. All the marketing here was via mobiles and tabs, where the information was shared online with the visitors at the stalls. This was surely A Trade Show with a Tint of Technology, for good.
This is seriously amazing, as this would mean that I would get information only about the products and services that I am really interested in and there are no papers to carry around, (Happy that I din’t take a truck to carry back brochures). The exhibitors are also in benefit as they do not have to print collaterals that would reach the trash bin and can just share their product/ service information with only those who are interested genuinely.
I feel so engrossed in the event, and get some information from the stalls that interest me, when my friend suddenly pulls my arm and is trying to say something. His voice seems to be floating from a distance, although he is beside me and has a strong grip on my hand. I try hard and pay attention to his words and hear him asking me to wake up as we were getting late for a meeting.
I tried hard to make sense of my surroundings and about how I suddenly reached my room from the exhibition, which is when my friend explained that I have been asleep all the while. That was seriously an amazing exhibition that I had witnessed in my dreams, how I wish dreams would come true and the exhibitions would get revolutionized with greener events that do not use paper.