How To Be A Trade Show Superstar (Hint Theres More To It Than Handouts)

How to Be a Trade Show Superstar (Hint: There’s More to It Than Handouts) I recently had the opportunity to represent my company at the AHMA-PSW (Affordable Housing Management Association Pacific Southwest), which was an excellent place to showcase a few of our newest commerce show giveaways. Another account executive and I have been tasked with showcasing our company merchandise to a extremely targeted audience. This commerce show was all concerning the affordable housing market â€" one thing we are superb at with our Bostonpost software. In fact, I have no drawback saying we're the very best at offering this business with the easiest software program on the market. We were fortunate sufficient to have plenty of time to prepare for this show. This, I understand, isn't all the time going to be the case. There are occasions when exhibits seem to return out of nowhere. But believe me after I say that there are a few things you can do, shortly, that help you stand out from the remainder. (Click here to tweet this thought.) Below I spotlight a number of the th ings I do this assist me stay a step forward of the remaining in terms of showcasing our brand to the inexpensive housing market. You can use these tips no matter what your company or trade. Research the Attendees First of all, you need to know who might be attending. Will it be other vendors, govt-degree players, high-stage managers, low-level managers or other skilled positions? For me, I knew this show would doubtless be attended by a couple of government stage decision-makers, however general I would get to fulfill a lot of property managers and maintenance managers â€" people who have affect however probably gained’t be signing any paperwork. An attendance like that isn’t always a foul factor, since you’re prone to run into many people from different departments inside the identical company. When they arrive up to see what you’re all about, you can shortly discover out a lot of info. For example, in my case, we may find out what they’re at present using, their common feel for the software program (do they like it or not?) and if they’ve ever used other kinds of software. But most significantly, we were able to find out who made decisions about property administration software program. This is nice intel, particularly if you’ve been prospecting on that account for some time. Reach Out In Advance I give some nice tips for doing this on my free resource, Top Trade Show Giveaways. Most commerce reveals have an inventory of attendees that's supplied earlier than the precise present. In the case of this show, this listing was obtainable on-line for any attendee to see. All I needed to do was print it out and spotlight the companies that fit my prospect profile after which analysis the specific attendees. There were lots of and hundred of attendees. It would have made no sense to analysis every one individually. So as a substitute, I first targeted on the businesses. There were just a few dozen of these. Much extra manageable. Once you’ve narrowed it all the way down to your prime 5 companies or so, discover out who are the most effective one or two attendees you need to reach out to. This is commonly accomplished by place title, however when you’ve done a great job prospecting, you could have already touched base with a few of these individuals. Send them a fast e mail lettin g them know you’ll be at the conference and that you just hope the 2 of you'll be able to connect. I assure you’ll have a much more insightful conversation with them in individual in an open ambiance than you ever would over the telephone. Make Sure You Have Everything You Need This is a fairly self-explanatory, but you wish to be sure to have everything you will want a least a couple of days previous to the commerce show event. I have a fairly stellar advertising group, in order that they knew to get every little thing I wanted to me shortly and early. Not everyone is as fortunate. There are some things that you just absolutely should have before a trade show. Update Your Signature If your company allows it; remember to make point out of the present and your attendance in your e-mail signature. A easy statement like this might work: I might be out of the workplace May whereas attending the AHMA-PSW trade present. If additionally, you will be attending, be sure to visit and say hello at sales space #6. Don’t neglect your business card to be entered into our raffle! Nothing too loopy. The point is that each person you e-mail will know you’re going to the show, and if they're too, they’ll remember to cease by. Update Your Out-of-Office Like your signature, you must replace your out-of-office reply to let individuals know you’ll be attending the upcoming trade show. Preferably you’d do this a few weeks prematurely, turning it on every evening so that each one that emails you until you flip it off is aware of that you and the corporate shall be representing on the present. In the End: Have a System! The main point I want to make is that you must have a system arrange in your commerce exhibits â€" a checklist you possibly can go down, marking the bins as you full the above tasks, in addition to those particular to your industry and show. What are the highest three things you make certain to do earlier than any commerce show? Share in the comments! This publish originally appeared on the Sales Pro Blog. Image: Flickr