Meeting Face to Face

     You booked your spot at the trade show, sent out targeted invitations, lined up promotional gifts and have finished putting up your fabric backwall, lights and pop up counter.  All signs point to go.  Once the Trade Show begins it may be only a matter of minutes before that  first targeting decision maker drops in to find out what your company is all about.  If they’ve found enough interest in what you presented before the show began, that doesn’t mean your work is done.  You need to ask yourself—do you feel ready? First impressions make and break everything from first dates to world leaders.  How can you be prepared to make the best first impression possible?  The following supply list is a good start:

1.  A booth that looks clean and professional: No matter how nice a post card you sent out, if that decision maker tracks you down to a dimly lit booth with tired graphics and poorly planned space, you have lost them.  If they find you still in the midst of trying to pull things together and get ready they may decide to come back later, or not.  Modular displays offer solutions in terms of ease of installation, custom designed tension fabric graphics and portable lighting systems ready to display your booth at its best.  You’ll be show ready in minutes and ready to meet and greet with composure and confidence.
2.  An informed staff:  Your booth staff should be alerted ahead of time about any promotional offers you have sent out.  If you have gone to the trouble of researching and contacting the decision makers, then you want to make sure they are treated with notice and respect when they visit your booth.  Your staff should not only know as much information as possible about your product or service, but also how it works with your target market.  You don’t just want an attractive staff exchanging gifts for postcards.  You want this to be an engaging information opportunity that could lead to a business contract.
3. The right literature:  Will this be the appropriate venue to pass along your glossy full color catalog?  If so, make sure you have it ready with extras on hand.  Is this more an introduction in which case you want to leave the attendee with a brochure about your company, what it does, how it could provide solutions to specific problems you anticipate your potential client may have, and any contact information they will need in order to easily reach you in the near future.
4.  A way to follow up:  No two companies are alike.  Some may prefer that you follow up by phone, others may want e-mail.  Still others may need you to follow up with a mailing of more information to another member of the company, or may want to book you to do a sales presentation at their company.  Consider the many follow up options and be prepared to offer an assortment.  Have your staff make notes so that the follow up shows you have listened to the customer and are approaching them in the most efficient and appropriate manner possible.