May 06 2009
Marketing through trade shows
In the present economic conditions the strategy should focus on ways to increase the efficiency of reaching clients and prospects. One should also consider new markets. Data has proven that face to face marketing is one of the most effective methods to create as well as maintain relationships. Research has also proved that trade shows and special events are the most efficient ways to reach many clients and prospects in a short time. Trade shows are also the most efficient ways for buyers to connect with suppliers. Here are five steps to making the most of this unique medium.
1. Target the customer/prospect with the best opportunity to get business.
2. Pre-show market and see who on the target list will be attending the show. Research also what their objectives for attending the shows are.
3. Match where possible the exhibit’s message to appeal and communicate to the needs and hot buttons of the audience.
4. Pre-set where possible meetings with the customers\prospects to address their primary concerns and needs.
5. Make sure that the right personnel and presentations are planned and rehearsed to create the best possible experience and communication with the audience that will create a relationship.
6. Make sure that all communication and primary and secondary needs of each prospect is properly documented for relevant and powerful follow up.
Remember, the audience also had a chance to visit your competitors. This is a great opportunity to differentiate and establish you as the leader in their choices of providers. Contact us today 888-717-7698.