A couple of weeks ago I exhibited at the Conference and
Hospitality show up in Leeds. This was the first time I have
exhibited at an event with CC1. Though I spent many hours working
on stands for both Mars and also at Motor shows, during my
corporate career.
The key is that you have to be very clear about what you want to
achieve. Also some pre-training with staff manning the stand is
essential.
This particular opportunity came from within a Mastermind group
that I belong. Thank you Emma. I was asked if I would man an area
called Speakers corner. This was where anyone looking for a speaker
(or in my case also a business coach/trainer) would come along and
chat.
So what are my thoughts of how to handle exhibitions?
1. Prepare in advance. Have clarity in terms of what you are
sharing. Also plan some questions that open up conversation eg What
are you looking for today?
2. Pre plan any signage. I was pleased to have a banner stand.
Some other intended speakers did not turn up, resulting in me
having a very large area almost to myself.
3. Have a prospect form pre-created. Rather than scribbling on
bits of paper that you might lose.
4. Wear comfortable shoes - my feet were killing me the
following day!
5. Qualify the visitors - are they the type of organisation you
would want to deal with? Do they fit into your target
audience?
6. If some of the other stands include potential clients, find
some time to talk to them. For me the potentially most fruitful
conversations of the day came from walking around.
7. Pass on the drunk guests to another stand quickly.They will
have forgotten you by the morning!
8. Follow up any warm leads quickly.
Having researched how to get the most out of exhibiting plus
having spent many hours doing it. I will write a newsletter at the
end of the week on this. If you subscribe, I will be sharing my
checklist!
To sign up to the newsletter click
here