NuORDER_TradeshowBrief_02
1
Phase 1: Pre-season Dude, where’s my show? • Plan your tradeshow a year in advance and walk the ones you’re thinking of attending • Take note of who is there and whether business is being done, some shows are marketing oriented Make a list, check it twice • Make a list of the buyers you’d most like to see • Cross-reference your list with the shows’ registered retailers • Determine which shows to attend Phase 2: Pre-Show Make friends in high places • Befriend your tradeshow rep and ask for a list of buyers attending • Request prime booth placement and in the area of brands likely to attract high foot traffic • Comb it for the buyers you want to see and schedule booth visits It’s not stalking; it’s being resourceful • Search online for buyers’ pics from key accounts and be able to recognize them • You can “just happen to be walking by” their booth as they take a break between appointments • Spot them, then try to snag their attention — subtlety is key Brand, booth and beyond • Let your booth tell your brand story with creative signage and graphics • Present your products as if they’re in a retail setting • Remember: your product line is the main attraction: not the presentation Human element • Ensure your staff is well versed on your brand and products • Let them know you expect them to be visible and engaging — have them stand in front of the booth and make eye contact Phase 3: Showtime Feet on the floor • If you have downtime, walk the show to get a vibe of what else is happening. These observations can help you decide how to plan for next season’s show. Vigilance • Be vigilant about getting contact info from your booth visitors. Most shows will provide a scanner for a small fee or even for free. Use it to scan the badges of visitors and put that golden info egg someplace safe. Phase 4: Post-Show Be a follower • Follow up with everyone you met, and don’t be afraid to pick up the phone • Send visual follow-ups via customized linesheets/ catalogs/lookbooks Discourage not • Didn’t meet your sales goals? Don’t get discouraged. Be persistent, consistent and friendly. Remember that today’s no is tomorrow’s yes. Just a Phase: Cutting the Tradeshow Haze Contact Us wwwNuORDER.com [email protected] +1 310 954 1313 9-6 PST, M-F 2015 NuORDER Inc. | All Rights Reserved.
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Transcript of NuORDER_TradeshowBrief_02
Phase 1: Pre-seasonDude, where’s my show?• Planyourtradeshowayearinadvanceandwalktheonesyou’rethinkingofattending
• Takenoteofwhoisthereandwhetherbusinessisbeingdone,someshowsaremarketingoriented
Make a list, check it twice• Makealistofthebuyersyou’dmostliketosee• Cross-referenceyourlistwiththeshows’registeredretailers• Determinewhichshowstoattend
Phase 2: Pre-ShowMake friends in high places• Befriendyourtradeshowrepandaskforalistofbuyersattending
• Requestprimeboothplacementandintheareaofbrandslikelytoattracthighfoottraffic
• Combitforthebuyersyouwanttoseeandscheduleboothvisits
It’s not stalking; it’s being resourceful• Searchonlineforbuyers’picsfromkeyaccountsandbeabletorecognizethem
• Youcan“justhappentobewalkingby”theirboothastheytakeabreakbetweenappointments
• Spotthem,thentrytosnagtheirattention—subtletyiskey
Brand, booth and beyond• Letyourboothtellyourbrandstorywithcreativesignageandgraphics
• Presentyourproductsasifthey’reinaretailsetting• Remember:yourproductlineisthemainattraction:notthepresentation
Human element• Ensureyourstaffiswellversedonyourbrandandproducts• Letthemknowyouexpectthemtobevisibleandengaging—havethemstandinfrontoftheboothandmakeeyecontact
Phase 3: ShowtimeFeet on the floor• Ifyouhavedowntime,walktheshowtogetavibeofwhatelseishappening.Theseobservationscanhelpyoudecidehowtoplanfornextseason’sshow.
Vigilance• Bevigilantaboutgettingcontactinfofromyourboothvisitors.Mostshowswillprovideascannerforasmallfeeorevenforfree.Useittoscanthebadgesofvisitorsandputthatgoldeninfoeggsomeplacesafe.
Phase 4: Post-ShowBe a follower• Followupwitheveryoneyoumet,anddon’tbeafraidtopickupthephone
• Sendvisualfollow-upsviacustomizedlinesheets/catalogs/lookbooks
Discourage not• Didn’tmeetyoursalesgoals?Don’tgetdiscouraged.Bepersistent,consistentandfriendly.Rememberthattoday’snoistomorrow’syes.
Just a Phase: Cutting the Tradeshow Haze
Contact UswwwNuORDER.com
+1 310 954 1313
9-6 PST, M-F
2015NuORDERInc.|AllRightsReserved.
