Kari Cottom - People On Your Page Spokesmodel

A trade show is a great place to show off your product. It's no wonder that companies spend millions on their "booth". This article explores some tips and tricks for trade show success.

I think there are a few things to consider:

• Booth Help - should be professional and well versed in your product.
  

  I hired an amazing spokes model that was attractive and could handle tough questions from customers. This was a huge part of our success. We could both talk to customers and answer questions. More help would have been even better.
  

  
  

• Dress For Success - I had a sport coat on. I looked like I was ready to do business. In a more "business" type crown I'd have also worn a tie. Bottom line, be better dressed than the attendees.
  

  
  

• Signage - We had a 6' banner on the front of the table and placards on top of the table.
  

  
  

• Handouts - we had a "one sheet" handout plus business cards. Handouts had a list of benefits as well as big logo and contact info.
• A self running demo - We didn't have this but will for the next one. A self running demo/video will show off your product and its benefits. This can be an "extra sales person" and can effectively reach multiple people at one time.
  

  
  

• A signup form - We had a computer with a signup form. This went directly to our aweber account (to a list marked 'trade show') This way I can easily mail all who attended and make an announcement etc.
  

  
  

• Be prepared to SELL - conventioneers are prepared and primed to buy. Have something for them to purchase.
  

  
  

• Give Something Away - We offered a freebie and if they wanted more (most did) we had an up sell prepared.
  

  
  

• Comfy Shoes - really! You will need comfy shoes.
  

  
  

• Triage - you need to be able to identify who is there to buy, who is there for info, who is there to make a deal, who is there to network, and who is just curious. Determine who is your "Front Burner" types and who are your "Back Burner" types. The top person at the booth needs to be free to network with front burner types. Unless there is no one else at the booth, do not spend your time with the "just curious". Pass these off to your assistant or hand out a flyer and move on. Get good at this and it will pay off (see next point).
  

  
  

• Be a good listener - And do not take anyone for granted. My best contact was a Chinese gentleman who's English was not so good. He will probably become my largest contract.
  

  
  

• Down Time - when things are slow at the booth, mingle with other folks who are running booths. I learned a lot and got some great ideas!
  

  
  

• Good Night Sleep - if you are going to be selling, don't be partying the night before.

This was my first convention as a booth person. I really worked hard but it is paying off. I got to meet a lot of top level marketers and because I gave something away and got their info, I can now get in touch with them and let them know what our launch plans are.