Preparing for a trade show is a critical phase that can significantly impact your success during the event. Effective pre-show preparations encompass booth design, promotional materials, and staff training, all of which contribute to creating a compelling and engaging presence. This guide will provide you with a step-by-step approach to ensure your trade show preparations set the stage for a successful and impactful event.
Step 1: Create S.M.A.R.T. goals for your team.
Specific: targets for the team. Networking, new clients, or tending current partnerships.
Measurable: determine as a team how many people each team member should make contact with.
Achievable: be realistic when creating a target. If it’s a smaller show, adjust the number of contacts you can expect.
Relevant: make sure that the targeted audience fits the goals that you are setting. Is this show getting you in front of a lot of new prospects or is this an oldie but a goodie?
Time-Based: how long does the team member have to complete the goal? Is there a follow up phase after the show?
These goals should be standard operating procedure for the team. Perhaps it can be a template that the team completes as part of their prepping process. A shared document in the cloud with everyone having edit access makes it easy to use quickly while on the road or once you’re in the thick of the show.
Step 2: Booth Design and Layout
Most companies don’t want to reinvent the wheel for each show due to cost and time considerations. Take stock of what you already have to work with. Does anything need updating? Do you keep an inventory of all booth equipment in storage?
A lot of companies are shifting to high quality reusable canvas graphics and frames both for the visual impact as well as for the long term cost savings. If your company doesn’t have that kind of budget, then look for the largest options you can get for your money. Don’t fill the space with lots of content, but focus on simplicity with branding and messaging. Then provide more detailed material or demonstrations at your table.
Step 3: Product Demonstrations
Nothing grabs a bystander’s attention than moving or interactive content. Have a workable model that attendees can touch, feel and play with. Why does Costco have samples all throughout the store? Because if customers try a product they are way more likely to purchase it. I think all of us are trained to sniff out false advertising. Your job in a tradeshow is to provide captivating experiences to anyone who walks by. Work with your in house design team to create product that works for a short 2-3 minute demonstration.
Step 4: Staff Training
Product knowledge: Ensure your team is well-versed in your products’ offerings, features, benefits, and unique selling points. Craft compelling and concise pitches that effectively communicate your startup’s value to different types of visitors and practice with your team until they become comfortable. Train your staff on active listening, open-ended questioning, and rapport-building to create meaningful interactions. Equip your team with strategies to address common objections and concerns from visitors.
Step 5: Technology Integration
If possible, incorporate screens, tablets, or monitors to showcase product demos, customer testimonials, and interactive content. Implement user-friendly digital tools or apps to efficiently collect attendee information for follow-up. Provide charging stations for attendees’ devices, enhancing their experience and keeping them engaged.
Step 6: Logistics and Operations
Arrange transportation and timely setup of your booth equipment, materials, and displays. Most shows have advance shipping and freight handling dates which provide significant discounts. Ship early if possible, to maximize your budget. Double check with show management if you need to order electricity, power strips or internet.
Step 7: Dress Rehearsal
If this is the first time with a new booth design, simulate your booth layout and design to identify any potential issues and make necessary adjustments. Conduct role-playing sessions with your staff to practice engaging with different types of visitors and handling various scenarios.
Pre-show preparation is the make or break for your team’s trade show experience. Hopefully this guide has provided some simple tools to ensure your success!