5 hints for exhibiting at B2B trade shows

The B2B Trade Shows season is finally upon us, and Prospect Research will be popping up all over the East of England over the next few months promoting telemarketing.

We started exhibiting at trade shows in earnest last year, and it provided us with a great source of sales leads.

If you’re new to exhibiting, we thought it would be useful for come up with five handy hints to help you make the most of trade shows.

1. Ensure that you think about your vertical space
With many different companies in one space, you need to stand out from the crowd. Think about anything that you can have to take up vertical space (banners behind your table, things on your table that aren’t just flat). This will make your stand much more visually attractive.

2. Have a give away
We often have a business card drop, so visitors have the chance to win a bottle of champagne. It’s a great way to engage with the trade show audience and extend your network of contacts.

3. It’s not all sell, sell, sell
You will undoubtedly meet people at B2B trade Shows that have no use for your service, or don’t want to outsource to you. For example, we often meet people that have an in-house team, outsource to another telemarketing company, or would like to try telemarketing for themselves. Help them out. Give them tips, give them ideas. Trade shows are about building relationships as well as sales leads. We always take along our ’10 tips to outsourcing telemarketing’ to give away, that gives people ideas when they are looking for a telemarketing provider.

4. Take time to meet your fellow exhibitors
Chances are that you will see a lot of familiar faces at each trade show. Spend the time to say hello to others exhibiting. For this reason, it’s best to take at least two people to a trade show, so one of you can remain at your stand. Use the opportunity to increase your network of business contacts.

5. Who is representing you?
This is probably the most important point in our eyes. Think about who is representing your company at the trade show. The key thing is that they are approachable and knowledgeable about your company. People don’t like the hard sell. They like people that they can talk to, and discuss your service.

There will be a thousand other tips, and some companies might do it very differently to us, so do add to this conversation. Trade shows can be an expensive marketing method, so it’s key to make the most of them to get best ROI.

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