Archive for November 2008

Should You Bother With Trade Shows at All?

November 18, 2008

mazeIf you feel lukewarm about trade shows, then you’ll likely fail. Trade show success is about passion, preparation and commitment. Showing up isn’t enough. You need enthusiasm and know how to get the most from your investment.

Trade shows aren’t easy. But they do present a unique opportunity to gain face-to-face exposure with a target audience. That’s important considering how increasingly removed print strategists are from the actual buyer as we:

  • Depend on websites and email.
  • Make fewer onsite sales calls.
  • Install automated call handling and other screens.
  • Migrate toward self-service through innovations like web-to-print.

Exhibiting provides a good reality check. People don’t stop if you have nothing to say. And a show provides a rare opportunity to get feedback that will help you improve your business. So if you’re feeling a little out of touch, trade shows are a great opportunity to connect with customers.

Have Realistic Expectations.

Most print strategists would say their goal is to generate business from trade shows, and I would agree. But for many organizations, particularly printers selling bigger programs with longer selling cycles, a trade show might be just one point in the sales process.

So I suggest that your number one goal should be to establish market presence. Buyers need to understand that you’re a serious player, and trade shows can help accomplish that. With so many market sub-segments and specialized services—to say nothing of mergers and acquisitions—targets are often less aware of your company than you think.

Forget Your Preconceived Notions.

Be professional, but don’t stereotype customers when planning events and promotions. For instance, a major printer of children’s books wanted to promote its enhanced color printing capabilities. The company created a promotional campaign that included custom illustrations of storybook characters and incorporated the illustrations into its trade show booth.

As an in-booth promotion, visitors could have their picture taken with a life-size replica of one of the illustrated characters, which happened to be a very friendly bear. Although book publishers aren’t usually described as wild and crazy, the booth had long lines of publishing execs waiting for their photo shoot.

So don’t hesitate to be a little creative or to provide some harmless fun. And if you can tie the promotions to your product offering like this printer did, so much the better.

Penny Wise and Pound Foolish.

Trade shows are expensive. You not only have the costs of a booth, exhibit fees and perhaps hotel rooms and transportation, but also the hidden expense of removing staff from the field. Rather than cutting every corner after making the initial investment, go the extra mile to deliver maximum ROI.

That doesn’t mean abandoning all budget concerns. It does mean making strategic spending decisions. For example, maybe it’s better to use a non-custom, pop-up style booth, which can be as much as 70% cheaper than custom built, and:

  • Take 20’ of space instead of 10’.
  • Purchase a premium location.
  • Stage a customer entertainment event.
  • Create an attention-demanding in-booth promotion.

Success Is All in the Follow Through.

Unless you’re in a market where you write orders at the show, your results will be disappointing without a good follow-up program. That begins with having a good lead qualification system that encourages visitors to trade their information for yours. Note: Collecting cards in a fish bowl is not a lead qualification system.

Decide ahead of time how you’ll respond to leads. And don’t assign follow up to sales reps thinking your job is over. Sales reps are notorious for chasing hot leads and losing patience with longer-term prospects. The ideal approach is:

  • Rate the leads based on desirability and immediacy of need.
  • Deliver follow-up related to their value.
  • Nurture them until they’re ready for sales interaction.

Marketing might collaborate with sales on the follow-up program, but you’ll likely regret putting the task entirely in the hands of your company’s sales team.

Want Expert Advice?

Bauer Associates can help you develop a winning trade show strategy as well as deliver creative execution excellence. We can develop your lead qualification system, create your booth, prepare your literature, handle your preshow promotion and expertly manage special events. For more information, email Print Strategist Larry Bauer.

— by Larry Bauer

Trade Show Do’s & Don’ts.

November 18, 2008

dos-and-donts2

Trade shows aren’t obligatory events like visiting your in-laws. Show up. Be polite. Try not to check your watch too many times. Nope, with trade shows, you need passion to make them work as well as a good plan and some skills. Here’s how to exceed expectations at your next trade show exhibition.

Do

  • Have goals for the show.
  • Get buy-in from management.
  • Develop a schedule and stick to it.
  • Research who will be attending—nothing saves the day if it’s the wrong show to begin with.
  • Appoint a booth captain—someone needs to be in charge.
  • Pay for better locations—draw an inverted triangle beginning at the entrance and set your priorities accordingly.
  • Watch out for columns, they are always bigger than shown on the floor plan.
  • Carefully choose who staffs the booth—just say no to aggressive reps.
  • Select your featured products and services wisely.
  • Consider renting a larger space—especially 20’ instead of 10’.
  • Build a custom and modular booth if you can afford it. If designed well, it can be broken down to smaller sizes for a wider variety of show options.
  • Train booth staff—then train them some more.
  • Develop a lead distribution and follow-up plan.
  • Create professional, compelling booth graphics.
  • Send a pre-show promotion—include customers and key prospects, not just show registrants.
  • Plan meetings with existing customers.
  • Offer something for which you would normally charge—survey, assessment, product trial, etc.
  • Stage PR events—new product announcements, media briefings, etc.
  • Bargain for an even better location next year—start now.

Don’t

  • Exhibit with a half-hearted approach—failure will be self-fulfilled.
  • Go in and out of shows based on the economy—if it’s a good show, you’ll benefit from consistent participation.
  • Think Rome was built in a day—the exposure you gain may not produce tangible benefits (sales) until long after the show.
  • Clutter your booth with excessive numbers of people or products.
  • Turn your exhibit into a phone booth—turn off the digital devices and concentrate on the people in front of you.
  • Eat lunch, read a book or sit down in your booth—you end up not looking engaged and ready.
  • Compete with major show-sponsored events—check schedules before booking customer parties, etc.
  • Dress ultra casually just because registrants do—be professional.
  • Neglect existing clients for prospects—the best source of new business is always current customers.
  • Assume that registrants don’t want to have fun—even if you’re in a “serious” business segment.
  • Underestimate the power of show networking.
  • Decide that everything you feature has to be the latest and greatest—lots of people new to an industry are just learning about the tried and true.
  • Forget to do a post-show analysis.
  • Hand out useless junk—make giveaways practical items that represent your business well.
  • Try to “capture” people who stop by your booth—it’s not a used car lot.
  • Underspend on the premise of saving money—you may be minimizing your returns by cutting the wrong corners.
  • Display your expensive literature near the front of your booth where folks can snatch and run—set it back further and allow staff to qualify the lead by using the literature as a tool.
  • Use the high school science fair look in your booth—a seamless image trumps a zillion little bits of paper velcroed to a fabric wall.

Less Is More. Doing the right shows exceptionally well is your goal. Volume doesn’t always translate into success. Avoid costly mistakes by attending a conference as a registrant before exhibiting. Participate in sessions, evaluate the level of attendees and walk the exhibit hall. Gauge the degree of involvement and ask exhibitors their opinions of the show. Set up a scoring system and compare it to your best conferences. If it’s a “go,” then pour your marketing heart and soul into making your exhibit a success.

— by Larry Bauer

Is Your Swag Lame?

November 18, 2008

bobs-pencils1Most trade show giveaways are lame. How many cheap plastic pens does one person really need anyway? And don’t even get me started about all those mismatched coffee mugs cluttering the office kitchen. Lame ideas are born of laziness rather than a meager budget or a short deadline. They don’t really support the brand and probably hurt it.

So why do we do it? I think it’s primarily because many marketers don’t equate increased value with a better promotional plan. Many don’t have the passion it takes to be unique. And some doubt their own creative abilities.

Well, let’s address these concerns by exploring the possibilities. We’ll start with understanding your target audience and your goals for the trade show, then build from there.

Get a Plan.

Consider the potential sales value of each lead and budget accordingly. If your products are inexpensive, you’re not going to want to spend a lot on swag. However, if one potential buyer could spend half a million bucks with your company, you’ve got to up the ante accordingly.

And remember, your logo on any old object won’t support your brand as much as a unique and appropriate concept.

Holding a business card drawing for a digital camera may seem like a good idea for drawing traffic to your booth, but there is a difference between traffic and prospects. Most of the people standing in line for your camera fish bowl are not your prospects. You haven’t prequalified them. To get the prospects that will reward you by becoming clients, you’ll have to work harder.

If your prospects are indeed all show attendees, your promotional goals will be different than if you’re targeting only 5% of attendees. Remember, in the right situation, a more selective approach could actually require a smaller budget and yield larger returns.

Don’t Be Cheap.

Having a meager budget and being cheap are two different things. If your budget is small, don’t be cornered into buying the shoddiest swag you find. Cheap swag will cheapen your brand and may even break, further impacting your brand’s image. Not a risk you should take.

The wiser approach with a smaller budget is to buckle down and get creative. Consider buying a smaller quantity and target it to only the most qualified of leads. Keep it out of sight until sales reps have qualified the booth visitor.

Creating Value On a Budget.

Swag doesn’t have to be expensive. With a little creativity, you too can find something that resonates with prospects, supports your brand and is memorable. Here are several approaches to staying on a tight budget.

  1. You can use your own product to create something unique. Ever hear of the floor covering company that created insoles for shoes from one of their highly comfortable flooring products? The insoles were cut to fit attendees shoes right in the booth. Attendees were able to review the product in action and sales persons had an opportunity to chat up the target during their fitting.
  2. Have a multi-tiered swag plan. Have something cheap for the masses and have a few higher-ticket items saved for those who really qualify (after a lengthy discussion with a sales person, of course). For instance, save the iPod docking station for C-level folks while investing something of a lesser value to mid-level persons. Just make sure to keep the A-list items out of sight of the B-listers, and use discretion about handing them out in a crowd. Perhaps the high value item gets shipped to the prospect after you’ve gathered the qualification info. And don’t forget to train your booth mavens to qualify leads quickly so they don’t waste time and swag on trade show rats scavenging for a handout. This is one of the best ways to manage your swag budget. Train your folks to be selective.
  3. Take another look at your product samples and think about them in terms of giveaways. For instance, a printer I know who is focused on educational tools for K-12 has a large static vinyl dinosaur they printed for classroom display. This is just the kind of cool thing that a prospective buyer in their target market would think is nifty. Not only does it show the printer’s skills, but it also can actually be used in a kid’s room and is incredibly fun.
  4. Make it a two-parter. Keep costs down by sending part one of the giveaway with an invitation-only premailer a week prior to the show. Include only the top 50 key folks you want to invite to your booth/hotel suite party/post-show golf outing. Make it clear that they get part two when they show up. Again, this is a limited, highly targeted list. NOT everyone attending the show. This approach provides you more face time with your targets than just hoping they mosey by between sessions.
  5. Be everywhere. If most of the attendees are true prospects, station a greeter at the front door to the event to give away coupons for free product samples at the booth to the first 100 people. This works exceedingly well if you promote it before the event with premailers. If the limited edition samples are top shelf, folks will make it to the show early enough to snag a coupon. Just be sure to label your greeter clearly so they can be found in the crowd.
  6. Beware the food item. Once it’s eaten, it’s gone. Using food can be much more effective if it’s part of a kit or accompanied with something more permanent.

Be Unique.

Tons of companies give away corporate coffee mugs, and most of them end up at Goodwill. You could be different by simply providing another use for those crappy mugs your prospects got at another booth by giving them a Mug Boss® tool organizer from Think Geek. This is a great example of something unique, functional and fun.

If you can’t find something unique that supports your promotional goals and fits within your budget, start looking for something with a unique design. Sometimes a uniquely designed everyday item is actually less expensive than something totally unique. But you’ll have to dig for it.

Use Swag Instead of a Booth.

Didn’t exactly nail a prime booth spot in time for the show? Not to worry. Here’s where you can really get creative. Take that budget, or even half of it, and apply it to a promotional program that includes appropriate giveaways.

See if show management will allow you to work the floor, entrance, coat check or parking lot. There’s no reason why you can’t use a unique giveaway item to introduce yourself to folks outside of a traditional booth.

  • Working coat check? Provide imprinted scarves either when they check their coat or pick them up.
  • Working the parking lot in the summer? Provide sunscreens for car windows.
  • Working the entrance or main hallway? Offer cushioned insoles for folks who are hurtin’ and cut them to fit on the spot.

Of course, don’t forget to strike up a conversation at the same time and collect leads.

Include Swag In Your Follow-Up Kit.

Have your follow-up kits ready to go before the show. By sending in leads daily to your assistant back at the office, follow-up kits can be waiting for your prospects when they return home. This also stretches your budget by allowing you to be highly selective. Another tip: include a ‘bump’ in your kit— a small item that prevents the envelope from lying perfectly flat. It can be almost anything but should relate to the contents of the kit and ideally, back to the theme you used for the show. Bumps almost guarantee your kit will be opened. Yet one more tip: include a label on the outside of the envelope stating the information was requested at the show.

Build a Better List From Show Contacts. Use the opportunity to gather permission to include targets on your monthly emailed newsletter. Studies show that permission-based emails get opened 26% more often than unsolicited emails. Then follow up via email within 24 hours to let them know you’ll add them to the list and when they’ll receive the first issue. Oh, and “in the meantime, here’s a white paper you may find interesting”. Make this first contact personal, before they’re added to the newsletter subscriber list. Yes, they are checking email from the show or their hotel room.

— by Julia Moran Martz

Upcoming Newsletter Topics.

November 18, 2008

Just a few of the topics we’re working on for future newsletters:

  • Getting more referrals.
  • Using research to improve your bottom line.
  • Developing effective taglines.

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