It’s been said the best way to learn about tradeshows if you’re new to the industry, or new to the experience, is to attend one or two shows before you attempt to organize or handle the actual booth.
So DO IT! Spend a few days. Get there early and watch the set-up, booth designs, and stick around for the tear-down, too. It’ll help you get a look at the strategic behind-the-scenes planning and an overall feel for how tradeshows work.
When it comes time to actually display, many small companies vying for attention have found that it makes more sense to invite the buyers to come by booth and set up appointments. With thousands of people streaming by your booth over the duration of the tradeshow, it’ll give out a much better impression if you look organized. If you look disorganized, how will you convince a potential buyer or distributor that you can deliver the product?
Before adding a show to your exhibit list, you might strongly consider attending as a visitor, which will give you a good sense of who is there, who your competition is and who’s on the guest list. With the large number of shows that can touch on your industry, or even your niche of your industry, it’ll help you determine which shows are right for your company.
Look at tradeshow marketing as just one prong of your marketing efforts. No smart marketer will put all his eggs in one basket.
But spending time at a tradeshow either as an exhibitor or a visitor is a great way to meet a large number of potential customers and business partners in a short period of time. It’s a compressed experience: your time is compressed and the amount of people you can meet is also quite compressed.
The key to success whether as a visitor or exhibitor is to be over-prepared. Know who you’d like to meet, know what companies you want to see, whether as a competitor or as a potential business partner or customer. Do your homework before you leave for the show, and spend a little of your down time in your hotel room updating and making notes.
It’s all about taking control. Take control and you’ll be a success!