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Product Demo Tips for Trade Shows

Product demos are an effective way to inform attendees about the products and services you’re bringing to trade shows. When a demo goes well, it can deepen the impression of your business, which often turns attendees into long-term customers. If you’re thinking about having a live demo at your next trade show, keep these tips in mind to make sure the demo is a success.

Draw Attendees In

Before attendees even get to the trade show, they need to know that what you have to offer is interesting or practical. You can do this by positioning a spotlight around the demo area or using signage that encourages attendees to stop by your trade show table and find out more about what you have to offer. It’s also a good idea to make sure the rest of your trade show exhibit is colorful and professional, so you can give attendees a great impression about your company before you even get a chance to speak with potential customers and explain the nature of your business.

Bring Your Best

Make sure you bring your best products and showcase your top services at the trade show. This will make the demo go much smoother and will increase your confidence in the information you’re passing on to attendees. If you have a product that has gained popularity before the trade show, this is likely the best item to demo at the trade show. You may also choose to debut a new product or service at the trade show to get feedback from attendees that will help you in your future marketing efforts.

Don’t Forget Rehearsal

It’s very important you practice your product demos before you get to the trade show booth. You need to know what to say and be prepared for any questions attendees may have. Rehearsals will also give you the confidence you need since you’ll be familiar with the product, and you and your team members can take turns being the customer to become more comfortable with speaking in front of small crowds. Practicing ahead of time will also let you know if you should include more information or take out details that aren’t interesting or informative when it comes to your promotion efforts. If you’ll be giving out promo items attendees can test right away, such as food samples or electronics that can be used immediately, use the products in your office with your team members before the trade show to see whether you should make improvements before the show.

Ask for Feedback

Finally, don’t forget to ask for feedback from attendees. You can have a tablet or mobile device at the demo table where attendees can take a survey to let you know which parts of the demo worked well and which need work. Or, you can encourage attendees to give you their e-mail addresses, so you can contact them after the trade show to ask how the demo went. The responses you receive will let you know how to organize your demos for upcoming trade shows, and this will hopefully help you to gain more long-term customers in the future.

How Long Should You Attend Local Trade Shows?

Trade shows are a great form of marketing and promotion, and you can make some great contacts there. After attendees visit your trade show exhibit, they may contact your business and purchase a product or service, which could lead to a long-term customer relationship. However, there comes a point where you can stop attending trade shows and find other ways to effectively market your business. When is that point? Here are some factors that can help you figure it out.

How Well Is Your Business Doing?

Think about your business revenue and the amount of paying customers who come to your business or visit your website on a weekly and/or monthly basis. Are you satisfied with the profit you’re making? Do you have enough money coming in to take care of operational expenses and still have funds left over? If you find you need to make more of a profit each month to keep your business afloat, it may be a good idea to go to local trade shows and appeal to more customers. This way, you can give your business more exposure without having to worry about travel expenses.

How Was Your Last Trade Show?

Consider the last time you went to a trade show. If the last show was recent, consider the way attendees responded to your trade show booth. Did your exhibit attract a lot of people? Were your marketing materials effective? How many of your customer interactions led to a sale either at the trade show or shortly after? If you haven’t gone to a trade show in quite some time, think about the reason(s) why. If you didn’t have a great turnout or spent more money than you made, it may be time to start finding other ways to promote your company.

How’s Your Business Budget?

Think about the money you must work with if you’re still considering attending trade shows. Can you afford to travel to a large trade show for your business, even if it’s hours away? If your trade show table needs to be updated, do you have the funds to use quality materials to make your exhibit more appealing to customers? If you must cut too many corners to attend a trade show, it may be time to sit this show out. If this is the case each time you hear about a trade show in your industry, this may be a sign marketing your business online or using your website for promotions could be a more practical way to appeal to potential and established customers.

How Was Your Recent Feedback?

Finally, think about the feedback you received from your last trade show. When attendees came to your trade show exhibit, did they comment on the design or the technological features you included in your display? Were attendees willing to provide their contact information after speaking with someone from your team for a few minutes? Did attendees talk about your trade show table on their social media accounts or communicate with you on social media after the trade show? If you got lots of positive feedback from a recent trade show, it could be worthwhile to attend a few more. If feedback was average or below average, it’s time to work with your team to find new marketing methods that will suit your business.

The Astounding Statistics of Sales

Working in sales is a challenging profession, one that requires not only an understanding of your product but a passion for helping people. There is a physical difference between working as a salesperson in an office or at a trade show booth, but the principles are the same: identifying and pushing those “pain points” that reveal how your service can fulfill the needs. Exhibit Options has seen both sales successes and failures and want to help your employees understand how they can improve their sales skills. Here are the statistics of sales and what really works.

What Customers Want to Know

It doesn’t matter what kind of product or service you offer: according to Hubspot Research, during a sales call or at a trade show event, almost six in ten customers want to know how much your product costs. This is followed by five of ten customers wanting to know how the product works (or wanting a product demo, when possible). Knowing this can help you be transparent to the customer and garner trust quickly. When searching for information about a product or service, customers want to be able to get accurate product information, view ratings and reviews, and see how other people have used your product. This applies to clients simply wanting to know more and for clients who are ready to buy immediately.

How Fast Can Your Team Respond?

If a customer comes up to you at a trade show wanting to know about your product, you wouldn’t ignore them. Don’t ignore the customers that visit your website and offer you a lead! Positive web-generated leads can go stale quickly if not responded to fast enough. Harvard Business Review conducted a study of 2241 companies in the United States, and found that, on average, the response time for online test leads was 42 hours (if they replied to them at all; 512 companies did not). In this Internet age, sales teams need to be able to respond at internet speeds or risk losing the interest of interested customers. In fact, those that contacted these customers within the hour were nearly seven times more likely to qualify the lead (i.e. having a meaningful conversation with a key decision-maker) and 60 times more likely than companies that wait 24 hours or longer.

Exhibit Options loves to see the sales teams we work for succeed! If you’re looking to generate solid leads, look no further than Exhibit Options to help you assemble the booth you need for your next industry trade show.

Does Your Trade Show Booth Need a Raffle?

As you prepare for an upcoming trade show, you and your team are likely coming up with trade show ideas that will make your exhibit appealing to attendees. Offering free gifts and prizes could be a way to attract potential customers to your table, so it may be a good idea to have a raffle. However, there are some things you should keep in mind to determine if a trade show raffle is right for your business.

How Large Is the Trade Show?

If you’re attending a large trade show, this could make the raffle a little more exciting, since there is less of a chance that lots of people will win a prize. In this case, you could make the gift larger or more appealing, so more attendees will be willing to sign up for the raffle and listen for their names throughout the event. Or, you could call names and numbers more often so more attendees have a chance of winning, which could serve as an effective marketing tool as well. If you’re bringing a large raffle wheel to the event, make sure you have enough space at your trade show exhibit, so the wheel can be one of the main attractions.

What Type of Trade Show Are You Attending?

The overall feel of the trade show can also help you determine whether you should have a raffle. If the show is more conservative in nature, you may want to forego the raffle and simply ask attendees to supply their contact information, so you can send them a gift or a discount on your services. However, if the trade show is known for being fun and upbeat, a raffle could be a great way to bring more people to your trade show booth. It is usually helpful to decorate the raffle wheel in a way that coordinates with the rest of your exhibit, and you may want to include music or lights to bring more attention to the wheel, so the event will be more memorable for those who are attending the show.

Do You Have Appealing Prizes?

Most of the excitement that comes from having a raffle is being able to offer attractive marketing products to trade show attendees. Have a few meetings with your team to develop a few trade show ideas that are sure to stand out. Be creative with your promotional items, but make sure the prizes are items that attendees can use on a regular basis to enhance brand recognition. For instance, a gift basket filled with all your best-selling items would make a great grand prize. Or, you could give your most popular software or electronic item as a prize with a discounted service subscription. This means the gift keeps giving long after the trade show is over and will increase the chances the winner(s) of the raffle will continue patronizing your business. Don’t forget to let attendees know how often you’ll be announcing prizes as well, so they’ll know when to stay near your booth to listen for their names.

Should You Always Give Free Products at Trade Shows?

If you go to trade shows often, you’re likely looking for a way to keep attendees interested. Free items are also an effective way to get the attention of potential customers. However, if you give away too many promo items, this could affect your budget. So, how many free items should you give away, and should you always have free items on hand at trade shows? The answers could depend on a few factors. Here are some things to consider.

What’s Your Trade Show Schedule?

If you’re going to trade shows once or twice a year, giving away free items is probably a good idea. After all, the attendees who come to your trade show exhibit are likely to remember your business based on your promo items. This also means they will tell others about your business – especially if your free items are appealing. Just make sure your items are functional and attractive and aren’t too expensive. You want to increase brand recognition while still staying within your budget. If you go to trade shows more often , it’s probably best to give away free promo items at some events, but not others. This will increase the chances attendees will be looking for your booth if they go to trade shows regularly, especially if your last free item was worth talking about.

What Type of Items Are You Giving Away?

Think about the type of items you’re giving away. When you’re coming up with trade show ideas, think of marketing products that will make a lasting impression. If you’re running a health-and-wellness business, attendees may come to know and love your free edible samples. In fact, this could be a selling point for you, since attendees are likely to tell others about your trade show booth and encourage them to visit. If you have a software company, you can give attendees a mousepad or small external storage device. These items are memorable but won’t cost as much as larger promo items. Of course, you can also talk to your team about coming up with a signature marketing item that you bring to every trade show as part of a way to develop brand recognition and retain loyal customers.

Do Your Free Items Lead to Sales?

After each trade show, look at the free items you’ve given away and determine whether these items motivated attendees to buy products or services from you. You can also look at data from previous trade shows to see if attendees who received promo items were more likely to patronize your business in the future. If you find the free items aren’t leading to sales, you may want to simply focus on great customer service or come up with alternatives for your promotional items that will interest attendees.

What’s the Customer Feedback?

Finally, pay attention to the feedback you’re getting from customers. Are the people who follow you on social media mentioning the free items you’ve given away? Are you getting the impression the items are not having a profound effect on customers? See what others are saying and adjust based on their preferences so you can improve your customer service and, hopefully, bring in more customers.