After months of preparation you are finally ready to generate hundreds of promising leads at a trade show. If you read our blog on how to prepare for a trade show, you probably feel confident about your day in the spotlight. Once the trade show is underway however, you can acquire more leads (and make more connections) by adhering to the following practical tips for trade show exhibitors.

Here are our top trade show tips so you make the most of your investment:

Sell Through Connection

It’s all about making that connection and building relationships. Train everyone on the floor this one thing:  do not pitch your product or Brand right out of the gate. Instead, counsel them to ask questions of the booth visitor. Where are they from? What does their company value? What is their particular role in the company?

Once a conversation has begun, your salespeople will be able to respond organically within the dialogue. They will share the same information about your brand, but now they are building a relationship that’s more likely to end in a sale. Hawking your wares to passersby will cause many leads to turn away prematurely.

Increase Visibility

Promote your brand by scattering it throughout the event. Offer large Promotional Products that are fun and easy to wear. For visitors that provide their contact information, give away promos like fabric wristbands, knit beanies, or large tote bags.

Ensure they wear their promotional items by giving them an incentive. Host a competition! Attendees who are seen wearing your gear will be entered into a contest to win a prize. This way, it won’t just end up in the bag they’re carrying around. Think outside of the box to keep your brand name visible in every corner of the event.

 Generate Interest

When wandering around the trade show, potential buyers will gravitate toward busy booths. No one wants to miss an exciting opportunity, and social proof is often all that is needed.

In case foot traffic dwindles, find ways to have some of your employees attend the trade show while dressed as regular attendees. Your employees can walk up to your booth and interact with your sales team so people passing by have their interest piqued. Fair warning: when employing this tactic, always reserve a few salespeople to be available to engage the people you are actually targeting.

Create a Home

If you have the space, maximize your trade show booth to provide comforting aromas, snacks and ample seating. If you arrange your space like a cozy home – or like the break room in your office – attendees are more likely to let their guard down and engage in a conversation.

Offer treats to lure guests into your space. Employ scented candles to engage the senses. The goal is to have potential clients really take note of your brand and services.

Share Leads

We’re not kidding! Trade leads with another exhibitor at the trade show to immediately double your ROI. Not a bad trick! No, we’re not suggesting you swap leads with direct competitors. Rather, reach out to brands that share the same target market and have the same buyer personas, but sell completely different products and services.

To walk away with more leads at every event, establish a relationship with brands attending the same trade shows.

Make the most of your big trade show debut by incorporating branded promotional products into your giveaways. Discuss your ideas with your HALO Account Executive today, and set your brand up for a successful event.

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