Trade Associations
Trade fairs are sponsored by trade associations for specialised industries, and there are thousands of trade associations that organise exhibitions every year, according to the International Federation of Trade Shows. Conventional wisdom holds that trade exhibitions are closed to the general public and can only be attended by company representatives and members of the media. Look through the Encyclopedia of Associations, which is published by Gale Research, to identify a relevant association for the industry in which you’re interested in working. You may also want to look through journals and newsletters such as Tradeshow Week or the Tradeshow Week Data Book for additional information. These publications should be available at your local library, if not elsewhere.
Make contact with your local convention venue to find out when the next trade show will be held in your area. Such events must be scheduled long in advance, and if one is scheduled for the next year, the facilities manager’s office will be able to provide you with the specific dates. For information on trade exhibits in your area, you may also contact your local Chamber of Commerce for further information. And don’t forget to look on the internet for concerts that are taking place in other cities.
An good strategy to attract new consumers and so help your business develop is to exhibit at a trade show or convention. The Center for Exhibition Industry Research (CEIR) performed a survey in which they discovered that 86 percent of show visitors were either the decision-maker or had an effect on purchasing decisions, but that 85 percent had not been approached by a salesperson prior to the event.
Trade Exhibits
Trade exhibits are also a cost-effective method of generating sales. According to the CEIR, closing a deal that begins with contact at a trade show costs almost half the amount of money as closing a sale that does not benefit from the exhibition advantage: $550 and 1.4 sales calls against $997 and 3.6 sales calls, respectively.
Finally, trade exhibitions are popular, and it is simple to select one that is appropriate for your industry and the demands of your firm. Tradeshow Week’s yearly trade show directory includes more than 1,700 events, ranging from the American Bankers Association Convention to the World Alzheimer Congress, according to the publication. Tradeshow Week’s web directory allows you to search for the specific show you’re looking for.
By planning beforehand, you can make the most of your trade show experience. Obtain a map of the exposition floor and make a list of the booths you intend to visit before you arrive. The exhibitors and guests are the most crucial things to notice at any trade show, regardless of size. The exhibitors are the more significant of these two groups. You want to choose a trade fair that has a large number of exhibitors in order to attract attendees. You also want them to be the appropriate kind of exhibitors, which is as crucial.
Exhibitors who do not have attendees are not very valuable. Visitors of high calibre are the lifeblood of any successful trade fair or convention. Remember that the mere number of attendees is not the only aspect to consider. Undoubtedly, an event that draws a relatively small number of attendees who happen to be exactly the type of people you are searching for will be far more successful at assisting you in growing your business than a larger event that attracts a larger variety of guests.
Choosing an objective for the show should be done in advance as part of your preparations. As an example, you might be attending in order to create sales leads. You might be interested in trying out or launching a new product to the market. Going a trade show for the purpose of conducting demos, identifying new applications, receiving consumer feedback, or even analysing the competition might all be appropriate reasons for attending or exhibiting at one. Remember to take advantage of the opportunity to hire additional staff, distributors, or dealers for your items.
To ensure that you get the most out of your booth or your relationships with exhibitors, you should also invest in some formal training. You might even go so far as to develop a screenplay for the folks who will be working your booth to read to visitors. When it comes to interacting with people at trade exhibitions, qualification is essential. It is possible to waste a significant amount of time conversing with the wrong individuals. Decide on who you want to speak with, whether it’s a potential customer, a potential supplier, a dealer, or another contact, and make an effort to spend as much of your time as possible communicating with them.
As soon as you enter the show, you’ll have to make some key decisions about how you’ll spend your limited time examining what appears to be an almost unlimited spectrum of potential partners and business partners. In addition to floor plans, most events give pamphlets with descriptions of the exhibits, as well as a schedule of seminars and panel discussions, including the hours, themes, and main speakers, so that guests can better manage their time.
Don’t believe everything you see on the surface level. Checking references and contacting the Better Business Bureau in the state where the headquarters of a certain company is situated are both recommended. If a company has a history of customer complaints, for example, you may either dismiss it from consideration or ask more specific questions later on in the interview process. You should keep in mind what’s at stake: if you put off asking your inquiries for the time being, you might end up regretting it later.
It is possible to leave a business card if you do not wish to stand in line at an overcrowding booth. In order to encourage participants to drop off their business cards, most exhibitors place a bucket or bowl out for cards. Many exhibitors also arrange raffles for prizes ranging from food baskets to computer systems.
Because exhibitors spend a significant amount of money to participate in trade fairs, they want to obtain the greatest value for their investment. That suggests they will take the time to get in touch with you in the future. It is better to wait for them to contact you after the presentation in order to ask questions without feeling rushed or pressured.