Top Tips for First Time Exhibitors
Explore the world of Exhibitions, here are our Tips from Industry Leaders!
Explore the world of Exhibitions, here are our Tips from Industry Leaders!
To succeed in Exhibitions and Trade Shows, it requires through planning and long-term vision to make the most out of the short timeframe that is schedule for you to showcase your company to everyone. It can either be very simple (you go with a package that is offered by the event organizer) or you can go with something custom (skies the limit). In order to get the best outcome, you will have to start somewhere – it takes time to digest options and figure what is best for your company.
We suggest you get started as early as possible to get ahead of the game, if left last minute companies will miss out on a large portion of opportunities. This article is broken up into several sections: before the show, during the show and after the show – each offering valuable information for you to consider when looking at adventuring into exhibitions.
There are many things you can do to prepare your company for success when looking at representing yourselves at a trade show. This section will highlight our go to activities you should consider exploring which will facilitate you to get the best first impression possible from your event.
Research is key for any type of planning; the more information you have the more informed decisions you can make so you can come out with a successful expo being the envy of others while they watch and wonder how you made it happen.
Personally, Visit Shows of Interest
Put yourselves in the shoes of a visitor/client looking for a particular service or product, take note of why different booths give you a different impression even before entering their stand. What makes you feel more comfortable in some booths more than others – this type of firsthand experience is invaluable because you can take this information and address these when looking at the design and planning of your own booth.
Talk to other Exhibitors
There are standard shell scheme booths which are offered by the event organisers and there are fully custom booths, find the opportunity to have an in-depth conversation with these exhibitors and find out for yourself why they went down that path and figure out if that path will benefit your booth. What is working for them and what is not, chances are you will face the same questions yourself and it will help give you some clarity on what to prioritise for your booth.
Get Insights from Show Organizers
The show organisers have the most experience as they deal with all types of exhibitors and events throughout the year. They will be able to provide you data and numbers that can help with your decision making when deciding which event will best suit your requirements. Once you select the event you’d like to participate in, the show organiser will be your point of contact for all event related enquiries, therefore it won’t hurt to pick their brains.
Different events target different types of visitors, some are invite-only, others are public – each with their own advantages. Therefore, this will affect the type of information you want to share at your booth. The type of content you display will differ from someone who has not idea about your product/service compared to someone who is looking for something specific (you would most likely provide more technical details).
It is important to understand that there will be different events that will attract a certain type of audience that may or may not benefit your participation. You could be attending that event just to increase your exposure – which is great, but if you are looking for ROI then you should have a clear understanding of what your preferred target audience is and then have your stand designed strategically to target that audience.
There are small expos and there are large expos, the big ones will attract more visitors but in parallel you will also have more competitors. Therefore, you may want to choose to represent your company differently for each show, prioritise a larger budget for the big shows and vice versa. Be prepared for the best scenario and assume your booth will overflow with visitors, if that does happen you have a strategy in place, and this will maintain a professional image for your company.
Where possible, try and find out if your close competitors will be attending the same expo and where they are located, for example if you are located near each other you may choose to strategically build a feature wall to distract the visitors to come to your stand instead of your competitors. Your target audience will be directly comparing your booth to your competitors, therefore be prepared for this conversation or simply dominate with an impressive custom booth and win the competition instantly.
There will be a lot of variables that can affect the success of your first exhibition, therefore it is important to figure out what you want out of attending the event. Whether you are wanting to find out if visitors have already heard about your company or perhaps it is more about educating the public about your services. Below are some useful things to explore that you can integrate into your list of goals.
Test The Waters
There are different events that serve different purposes, and you will never know until you participate in an event and work out whether that event is right for your company. Do your competitors also attend the same event? What is their game plan for success at an event? It is also worth nothing the distinction between B2B (trade shows) and B2C (trade fairs) as some events are purely focused on one or the other and some are mixed – which type of event will work best for your purposes?
Take this opportunity to speak to your visitors and find out their awareness about your product/services, would they require more information to educate them or are ready to purchase and just need a little push such as a discount. How about the general type of audience that is visiting the event, are they within your target audience? This can make a big difference to your conversion rates, as off the bat they could either just not be interested or ready to learn more and will take some sales work to get them across the line.
Test Your Selling Practices
Have a strategy in place on how you plan to approach customers, you could have a list and allocate a certain timeframe to execute each type of sales technique. Make note of this and for the next event, you can put more efforts on the specific technique the worked best and expand on that. With this strategy in place, you will then have confidence to make the right decisions for your next event and have a better idea of what additional elements could help you dominate the field.
When it comes to the type of booth you can have, there are typically 3 options, each with their own visual effectiveness and cost variations. If you simply do not have the budget, then Shell Scheme will be the suitable option for you – otherwise if you can spare a bit more you can upgrade to something much better quality to professionally represent your company and brand.
Get Shell Scheme from Organizers
This is the most cost-efficient option if you want to get a start in exhibitions, you will need to consider the fact that other shell scheme booths will look the same and there are no specialised elements that will provide a huge distinction between each shell scheme booth .
Purchase a Portable Pop-Up Display Booth
Upgrade to the next level with portable pop-up stands that can give your stand a clean finish (without any join lines) – this suitable for companies who prioritises their brand image. The advantage is that these components are completely reusable, lightweight and can be setup yourselves without hiring additional builders.
Invest in a Custom Stand
If you know your competitors will be attending the same expo, it is highly suggested to upgrade to a custom booth to improve your brand image and position in the industry. It is very achievable to have a simple custom stand but generate maximum impact using minimal components. Have a quick chat with your stand builder to find what is possible.
Everybody loves event merchandise, but it would be up to you to decide on what type of impact you want to want to leave behind with your visitors. There are two types of gifts you can offer to your visitors, generic or custom – if branding image is important to you, it will be worth considering going custom.
These are typical merchandise that most exhibitors will offer, because these are so generic you will risk the chance the visitor may overlook yours and forget about it. To make it more memorable, it may be worth to have this packaged into a neat custom branded box so that everything is kept nice and safe all in one place.
Take it to the next level and offer your valued customers with something that is high quality and branded, something they could use daily. This will effectively remind them where they got this from and can subliminally encourage them to reach out to you first rather than your competitors.
Prepare updates to get people excited about visiting your booth at the event you are attending, give them hints of what to look forward to and give deadlines so they stay alert otherwise they may miss out. Get your customers to spread the word and try to get as many people excited as possible for great turnout.
Personally, invite Key Customers/Partners
Send personalised emails or make direct calls to your important customers and partners to make sure they know about your participation at a particular event. Set up a coffee catch up with your clients, they may have no idea that you are attending, and this personal invite will give them a better understanding that you would like them to attend, and they will support you where possible to expand your long-term working relationship with them.
Send Out Email Invitations
For others, you can send a mass email to generate interest – they may not turn up, but who knows, they may forward the email onto others who may be interested. It is all about getting the information out there so that others are aware about your participation and that you are encouraging visitors to your booth.
Update Your Email Footer
This is a passive method but does the trick with anyone that you keep frequent email communication with or to new clients, it is a convenient and non-intrusive location for promoting information. Make sure to have a clickable link so if someone is interested, they can simply click the link to find out more.
All your planning has been built up to this moment, it is important to have a gameplan in place to gather relevant data so you can crunch the numbers at the end of the event and summarise how it all went. This information will be invaluable for you when figuring out the next steps for your next event. Most events will provide you a customer tracking system so you can take down any customers details and follow up later down the track, it is easy to lose track of customers so if this is not provided, make sure you have something in place.
It is show time and all you need to do now is to greet visitors and educate them as best as possible about your product or service. It will take up a lot of energy, so it is important you are well-rested each day and stay hydrated. Exhausting is clearly noticeable and that is not something you want your client to see.
To properly analyse how the event went, you will need data so make sure you have prepared yourself a documentation system to take down all the important details of how the event went. It could be as simple as a tally system; this is great when you want to compare different event data and figure out if one event was more suitable than another.
As a start-up, feedback is everything – find out what your customers are looking for and flush out any negative comments, improve on them where possible. Learn from your mistakes and you will only grow and come back stronger.
Keep an eye on how your competitors are doing, they have experienced several events and would have found their groove of how they like their booth to function. Don’t be afraid to approach them and get some insight, find the right person to speak to and they share their valuable experiences with you.
How are their booths set up?
Do they keep it nice and open or are they investing in custom elements to really stand out? There usually is a reason for certain designs to be executed and they might just be trying something new to see how it goes – observe and see if it’s working out for them and it could be something you consider a new take on for your next booth.
How do they present their Products?
This can be done in a variety of ways, could be from freestanding plinths to custom displays with full integrate LED strips etc. It might spark some new ideas for you to think about and perhaps you may adjust your product specially for that type of display to work.
How do they approach Visitors?
Are they staying within their stand space and waiting for visitors to come to the booth or are the actively outside of their stand space approaching customers trying to filter out the ones who have a genuine interest in their products/service? Each method has their own advantages and disadvantages, so it is up to you to test a few methods out and see what works best for you.
As an exhibitor there are a few important things to sort out before you can really finish up with the event, know exactly what is happening with your products when the event is closed to the public. After you leave the venue, it is also important to consolidate all the data and feedback while it is still fresh in your mind, then finally – it’s time to kick back and relax.
You have worked hard throughout the event; it is time to pack up your things and let the stand builders dismantle your booth. Make sure before you leave, the stand builders know any specific details regarding your products or anything you want to keep.
You may need to hang back and wait for your storage pallets to arrive so you can repack your products back into their corresponding boxes. In order to dismantle your booth, all client products must be removed and stored safely somewhere. Then make sure you have booked in freight collection if this pallet is going back to your warehouse etc.
Gather all Data & Feedback
The data and feedback you gather from the event becomes very valuable information for you to work out how the event went and what you can improve to make the next one even better.
The event is finally over, these can be stressful, so you deserve to take some time off to relax and not think about it about it, then come back fresh.
It is critical to self-evaluate how the event and ask yourself important questions, have a look below to see how well you can answer them then review and see if exhibitions are right for your company. There is never a black and white answer, it is about weighing up the benefits and risks as you could be missing out a lot of potential business if you do not attend.
After your first experience at trade shows, you will be in the position with the decision whether to continue another event or try something else and to make that call – you will need data and some new research.
Explore a different event (Event did not go well)
If the event did not go well, there are several options for you to consider. First evaluate if you really gave it all you had to give it fair chance because if you never give it that chance you will never know for sure. Below are some additional pathways you could take.
Have you targeted the most appropriate industry for your product/service? There usually are quite a few similar events that you can experiment with. Having the right audience make a huge difference as it means your efforts won’t be wasted.
It is important to understand that certain events will require different strategies to maximise performance. There are types of events that are very niche (that focuses on one industry) and others that carry a very broad audience – therefore you would need to strategize your information delivery differently, business (technical) vs public (easy to understand). Experiment and see what works best for you.
The same event usually alternates between different cities, and it is worth noting that different cities will generate different types of crowds as each city have their own economic situations, market composition and demographics. Therefore, if your event was not successful in one location, that does not mean it will be the same everywhere else.
Do more Testing (Event went OK)
If you are in between minds with how the event went (it wasn’t super successful, yet it did not fail either) – then you’d be sitting in a great opportunity to give it another go and consider some things improve for the next event.
Take it to the next level to go for a fully custom booth or move out of your comfort zone and make a statement by adding custom props or lighting effects to capture your audiences’ attention.
If your booth was located against the venue wall, there is a chance that visitors never manage to explore that far because they were distracted by other near by booths. Not all visitors to visit every single booth, therefore a better booth location is worth experimenting with.
Consider putting more hands on-deck to assist with the sales process – sometimes it can be overwhelming with the amount of visitors that are on your stand and some may get impatient and leave so you do not want to miss that opportunity just because you are low on staff.
Commit to regularly exhibit on this Trade Show (Event went really well)
Perhaps you managed to hit the sweet spot and had an absolute blast with your first exhibition, rather than do the exact same thing for the next one, you could consider taking it to the next level by exploring the below options.
More brand exposure, anyone that may be interested will see that you are one of the sponsors of the event (they may prioritise their visit because of this)
Have your own space without any adjacent stands, separate yourselves from the crowd and make a statement
Make the most out of your custom stand by have it built in a specific way so that it can easily be stored and reused for future events, rather than building a new stand each time.
Even the most experienced exhibitors do not have the perfect game plan, so they also tend to switch things up and explore different sales strategies, whether that is improving their branding or visual architectural presence – there are always things you can do to improve and be better. Consider the following:
First time exhibiting can be a daunting experience and exhibitors can be easily put off by this just based on their first experience – this is where it is important to have a conversation with the right minds in the industry who have been involved in the process day in and day out all year round. You could speak with other exhibitors about how the got started or show organisers to get information on any feedback from previous exhibitors. UCON Exhibitions are industry leaders and are ready to help you succeed, take your first step and contact us today.
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