Selecting the Perfect Trade Show Booth Presenter

Presenters have strength and weakness when it comes to a booth presentation. Some presenters are comfortable standing in front of a group of people regurgitating a speech from an ear prompter, while others like to interact with the audience.  Booth size and location will determine the presentation style.  Large booths encourage people to come in and sit, while corner booths try to gather people in two isles. Typically, they have a podium in the corner of the booth to exploit booth location. Booths in the middle want to engage in conservation and stop you dead in your tracks.

Others think gadgets can replace human interaction. Just because it is the newest game craze, does not mean it going to be a hot attraction in your booth.  People like to interact with people, its part of our social and society makeup to gather in groups. Besides, sales staff find it easier to disseminate information to an attendee when watching a presentation when they are engrossed in a game.

Select the right presenter, and you will increase your booth traffic and improve the quality of your leads.

Tip for Planning your Next Trade Show

A Trade Show Presentation doesn't have to Drain your Budget.

Determine what your objective is and how you are going to use the trade show presenter in the booth will help you find the right individual. Many companies do not clearly define what they want the trade show presenter to achieve. All they know is they need some type of activity in their booth.

How is the presenter going to help you in your booth? Are you looking to gather large crowds, an Emcee communicating technical information, looking for models to help hand out literature or a mixture of this and that?

Once you defined what you want to accomplish with the presenter, you can now start to envision what the booth set up will be like and how the traffic pattern will flow through or around the booth. Planning and budgeting how the presenter will interact with you, your product, and attendees in your booth, takes planning and a little thought. You can create a fun interactive booth presentation without draining your budget just by thinking it through.

QR-Code, the Future of Phone Apps at a Trade Show

Every vendor on a trade show floor is fighting to draws visitors to their booth. Vendors spend thousands of dollars on displays, marketing material, presenters, and staff. Each has a specific goal – make it easy for the attendee to obtain information. In 2011, techno geeks are now marketing the QR-code as a quick way to distribute information at a trade show, but I say "Don' waste your time on it."

Why QR-Code Fails

The QR-Code is a hybrid matrix barcode that requires a barcode reader on your smartphone to display the information. Imagine we are walking the trade show floor – bag in hand, the newest giveaway trinket in the other and we come to a booth. There are products we have an interest in discussing. Alongside the product is a square barcode (QR-Code). The vendor is now expecting the attendee to reach into their pock and find their smartphone, launch the barcode reader app – That is, if you have a smartphone and have the barcode reader app loaded. Next, you have to scan the code, which takes you to the information web page on your phone. Let's be realistic, most people would not waste their time. You can get a better response with a dedicated person requesting the attendee's email address and having a staff member email the information directly to the attendee.

Having a person dedicated to just emailing information is costly from a vendor perspective, but makes it easy for an attendee to obtain the information they need to buy your product or service. I feel it is better to turn your booth into a drive-through information center then having frustrated executive fumbling around with a smartphone.

QR-Code is excellent for selling product or service that link directly to a smartphone, but the number of people who have barcode apps or their phone, let alone know how to work it, is limited. Save that precious space on your literature for a real web URL- company log or better yet, a picture of the product then placing technology crazed QR-Code.

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Understanding your Objective Increases your ROI

 The pressure to increase sales is an unwavering battle as a business develops. Because of this, companies expand their presence by exhibiting in hopes to gain new clients, retain old accounts, and take away business from rival companies. Nevertheless, this can only occur if you’re attending the correct trade show and know who will be in attendance?

To obtain the highest return on investment for any trade show is to create an objective of why you are attending the show in the first place. Once this goal is established, obtaining the maximum out of the conference is straightforward.

New Clients – At every show, you will obtain at least one or two new leads, but that is a terrible ROI.  First, start by looking at who will be attending, where they are coming from, and the goals of the conference.  Show management should be able to answer these requests, but if they do not, walk away from the conference.  You prefer consumers who have the power to make the buying decision, not giveaway seekers. If your business only deals locally and not globally, you will need to know the percentage of international attendees.  This is true if you are a global company going into a local market. Many times, the attendees will not be able to afford your products or services.  Some trade shows boost about of foot traffic that they draw to an event, which means nothing to any vendor if the participants are not interested in the service or product.  This is normal at local community expos.  They will bring everyone in town for free music and food, but no one in town has use for a medical consultant.

Retaining Clients – When you are a leader in the country, you need to rub elbows with your customers. Everyone knows about your product and service, and the objective of this exhibit is to let everyone know that you are still in business, your providing quality customer service, and have qualified dealers as part of the exhibit team.  The goal is to reassure the customers that you are the leader and that customer support is being showcased.  Many fortune 500 business fail because of poor quality control.  This event objective is to strengthen the bond between Support staff and customer. Connecting with the prospect will help keep them using your product or service.

Taking Away Business – No company can steal business away from a competitor, but you can make the goal of this event to show how your product is better for your others.  The goal is to demonstrate why customers should switch to your product or service. This is a tactical move that must be calculated to the smallest detail.  This head-to-head demonstration is for an improved product that is competing against a competitor's old product.

By knowing what your primary objective for the conference will be, will determine how great of a show you will have. The ROI will be developed by your objective.  If your goal is for clients to know that you now have the best product over the competitors then sit back and wait for the orders, they will come; or if it is retaining customers by making an appearance and letting them know you are still here with quality products.  In other words, by developing a presentation, you are ensuring yourself that you will not lose customers to new exhibitors. Whichever the scenario is, defining a goal for the event.

Lastly, every show should try to obtain new clients, but make sure trade show staff knows the objective of why you are exhibiting. This will help you determine the success of the show.

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Seven Tips Why Lead Generation is Unsuccessful in a Trade Show Booth

Here are seven reasons why lead generation fails.  Realize and discover what causes these dilemmas and enhance your sales and minimize overall marketing charges.

1. Inept sales staff – Your business has spent thousands of dollars to attend a trade show and what happens after the leads are collected—nothing.  Sales personnel have to follow through with inquiries to make the sale.  Too often, these leads are tossed to the side and are never followed up on.
2. Non-qualifying of leads—Swiping every person's badge just makes it look suitable for the individual doing the swiping.  A massive amount of money is lost in man-hours and literature lost on faulty contacts.
3. Corrupt data acquisition and entry—Inexperience working and gathering trade show data can make lead follow up a nightmare.  Incorrect names, e-mails, and phone numbers can convert a good lead into a cold call quickly.
4. Procrastination to research missing data allows the leads to be useless. Eventually, they are thrown into the waste can.
5. Bad booth management—Exhibit booths are not like your office.  Too often leads are discarded into a box under a table or in a closet.  Frequently, leads are left lying on the table or packed away with the trade show containers.
6. Classification Failure—Lack of improper information collection of what the prospect was seeking information on, forces sales personnel to send different material and not the data required to ascertain the sale.
7. Bad Trade Show—Not every trade show is right for each business.  Trade shows need to complement the products that your organization is marketing.

Dale Obrochta is a professional trade shows presenter that works with business with their sales meeting entertainment ideas along with providing first class exhibitor hospitality entertainment.  Come see what is The Magical Balloon-dude Dale Experience is all about?