Seven Steps To Successfully Participate In The Exhibition

For most companies, exhibitors are the best opportunities for sales, publicity and brand promotion.

Most buyers also regard exhibitions as the most important source of procurement information.

Nowadays, the most popular advertising methods such as email and advertisement are far behind.

However, exhibitors must follow some scientific steps if they want to participate in the exhibition well.

Step 1, choose the right exhibition.

With the vigorous development of the exhibition industry around the world, there are nearly 50000 professional B2B exhibitions every year. Therefore, it is particularly important to choose the right exhibition properly.

Every year, many enterprises fail to choose the exhibition correctly, so they have to face the awkward embarrassment of exhibition and enterprise products.

The selection of exhibitions is actually followed by rules. Enterprises can make trade-offs according to their actual conditions.

1. pay attention to the internationally renowned exhibitions in the industry. At the same time, we should also consider the influence of the exhibition in the country, region and the whole world. 2., we should pay attention to the competitors' participation in the exhibition; the exhibition they will attend should be focused on; 3., we will analyze the post exhibition report of the exhibition, especially the audience composition of the exhibition.

Will your customers appear? 4. understand the reputation and influence of the exhibition organizers; 5., pay attention to whether the countries and regions covered by the exhibition are your target market; 6., consider the entry place of the exhibition site; 7.. The time of the exhibition and the surrounding political environment are also important factors affecting the performance of the exhibition.

Step two, clear the target of participation

Does the enterprise have a clear objective of participating in the exhibition?

Basic objectives:

1. get orders, promote sales 2. introduce new products or services 3. strengthen communication with local customers, enhance cooperation between both sides 4. conduct market research, 5. get information from relevant purchasers, 6. develop new markets, 7. make more appearances in local markets and media, and enhance market awareness.

Step three, during the exhibition

Publicity during the exhibition is another important step in the success of the exhibition.

In theory, this propaganda is very simple. It is only to distribute the product list to the relevant audience during the exhibition, tell the booth number of the enterprise, invite the other party to negotiate.

However, not all businesses are interested in your products. Therefore, enterprises must have reasonable expectations for the invitation effect during the exhibition.

Studies show that only about 15% of the audience of the exhibition is interested in the list of products and services.

Therefore, when the buyer invites the buyer, the expected number of buyers will be 10% of the invitation quantity.

The approximate scope of the audience:

(1) purchasers (2) media (3) industry experts and related technical personnel (4) VIP or related decision makers (5) in school (may become important purchasers in the future) (6) other {page_break}

Step four, research on promotion and publicity before exhibition shows that most successful exhibitors have one thing in common: promotion and publicity before exhibition.

Some companies mistaken that only the organization of the exhibition should be responsible for the invitation of pre promotion and professional buyers.

However, wise exhibitors have unique opinions. They pay special attention to pre promotion publicity and buyers' invitation, because this will greatly enhance their participation in the exhibition.

Just imagine that professional buyers, especially international buyers, come to visit the exhibition. They invest a lot in time and money.

Therefore, exhibitors should do their best to ensure buyers' time and economic value.

In a typical Exhibition:

40% the audience came to the exhibition for the first time.

50% important buyers or related engineers will not participate in other similar exhibitions in the same year.

88% participants were never contacted by salesmen.

83% spectators help them choose the exhibition by "preview of the exhibition".

60% professional spectators have been visiting for 2 years or more.

18% of the buyers came to see the exhibition because they received the invitation from the exhibition company.

66% of the audience wanted to know about their competitors in the exhibition.

How do we do the publicity work before exhibition?

Today, publicity tools are very rich and new ways of promotion emerge in an endless stream. In this paper, several effective publicity methods are listed for readers' reference:

Set up a striking column on the website of your company, inform the client and his company where to take part in the exhibition in the form of notification, and do some necessary follow-up reports on the exhibition.

Sending special e-mails to target customers is a good choice. Generally speaking, if relevant buyers receive mail, they would like to come to the exhibition. (Note: because Middle East businessmen are not using e-mail widely than European and American enterprises, fax is a more direct and effective means of publicity).

Make some promotional materials, and send them to the buyers professionally before the exhibition starts.

The production of specialized E-Newsletter combines the latest developments of enterprises, new products and exhibition invitation.

For enterprises with relatively strong capital, they can consider advertising in the local influential media, or become the support side of the exhibition.

The exhibition organizers will provide a series of publicity and promotional packages for supporting enterprises.

Step five, clear tasks, effective management

For any enterprise, exhibitors are a comprehensive project.

Therefore, for every detail, every job must be implemented to the human.

Managers should take the initiative to assume their responsibilities and manage their work effectively, so as to ensure the actual effect of exhibitors.

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Step six, full preparation for exhibitors

For those companies with similar products and quality, exhibitors' performance is the most important factor that distinguishes them from competitors.

There is no doubt that salesmen are the ambassadors of enterprises. Their words and deeds may bring new customers to enterprises, but they may also make you lose important customer resources.

Please consider these questions.

How to make your salesperson fully prepared mentally?

How do they introduce your business to customers best? How can they best judge the value of their potential customers?

How can we provide the most effective training for exhibitors (employees and temporary staff)?

How can it be the most professional? How can you avoid some actions that easily lead to misunderstanding?

Please bear in mind some "rules of the game":

Ensure that everything is in control, including: time arrangement, staffing and related activities.

Lectures on activities provided by the Organizing Committee and other companies are also clear so that we can have selective participation.

We should pay close attention to competitors' propaganda so as to adjust strategy in time.

Always keep your energy strong.

Smiling, giving every businessman a good impression, combining work with rest, and arranging the rest time reasonably.

Eat on time and drink plenty of water.

Some bad behaviors that need moderation:

Using cell phone

Sitting in the booth

smoking

Eat at the booth

Delicious gum

Not professionally dressed

No reasonable care for every audience.

Uncivilized behavior

Breaking up corporate publicity materials (before communicating with the audience)

Chatting among colleagues

Talking with the businessmen who came to attend the exhibition.

Seven, attractive booth

Carefully designed and reasonably arranged booths are the best way to attract customers' attention, so that enterprises can stand out among many businesses. The design of the booth is not how luxurious and brilliant it is, but to effectively impress the audience.

So that the audience can generate enough desire and impulse to come to understand your business and products, leaving your booth, can leave an impression - you are different.