Successful Exhibit Marketing

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Step 12: Networking and Your Competition
Networking is the responsibility of who works in the stand,
includes management.

Face-to-face meeting with customers and prospects are extremely
beneficial for future sales and company growth.

One more responsibility for staff is to see what the competition is doing
at the exhibition.

Observe competitors' stands activity and have an on-site visit competitor to
learn their demonstration, selling and etc.

Step 13: Meeting Your Current Customers
Exhibition provides visitors an easy access and comparison among products and
suppliers in a short time.

The stand is the platform for company to let customers know their importance to us.

Know in advance which of customers is attending and plan to spend quality time with,
not only in the stand, but also at social functions in the evenings.

Step 14: Greeting Prospects on the Stand
50%+ exhibition audience tests staff's product and knowledge onside, including exist customers.

19% checks ATTITUDE.

Staff must understand that they are the representation of company during the show.

Should always make eye contact and smile with sincerity.

Read visitors' facial expressions and not try to greet people while standing in the aisles.

Step 15: Qualifying Prospects
Companies with formal staff training significantly increase their ability to convert stand visitors in
qualified leads.

Qualifying visitors prospects consists of the followings:
1. Be sure there is a need for your product or service.
2. Be sure there is a reasonable buying time period.
3. Be sure there is adequate funding or budget.
4. Be sure the contact has the power to make or influence purchases.