How to be a successful trade show exhibitor: Attracting visitors

Attracting visitors with demonstrations, competitions and giveaways.

Product demonstrations are very effective in gathering an audience around your stand and the more prepared you are, the more fun you’ll have doing the demonstration.

Ensure your product demonstrator is ready to go, and remember people draw other people so make it informative and entertaining.

 When you’re planning a product demonstration think about the following: 

• Demonstrators needs to be ready at all times
• Stand during the demonstration
• Engage your audience
• Plan to be spontaneous
• A demonstration should be no longer than 10 minutes
• Make sure there is a beginning, middle and an end
• Use a call to action when finished – fill out a form or talk to a sales agent.

Competitions

Depending on the type of stand you have competitions are a great way to get people to your stand and gathering leads. 

The ‘drop a card in the bowl to win’ is probably the most popular competition and easiest way of getting contact details simply and quickly.

With this competition be sure to greet your visitors first – don’t immediately say ‘would you like to enter our competition.’ Be sure to make your winning gift relevant to your potential customers and ideally from your product range.

Trade show giveaways

Giveaways you choose to hand out on the floor can really give you the edge on your competitors, but don’t give them away without getting something in return. Promotional giveaways come in the form of pens, coffee mugs, hats and umbrellas and where these items really shine is when the client takes them home. 

Try before you buy – product sampling

Offering a sample of your product is a big part of exhibiting - here are a few simple tips for successful product sampling:

• Make sure your stand is large enough to allow space for sampling as well as sales
• Use clear, visible signage to encourage sampling
• Engage visitors with knowledgeable and friendly staff to chat about the product
• Have a special offer to encourage sales
• Other sales & promotional opportunities at the show
• Ask your contact at the expo about sponsorship opportunities areas such as entrances, registration areas, lounges
• Networking functions you can sponsor, or send your sales staff to learn more
• Seminars that your company can present at
• Awards you can enter
• Key buyer programs you can enter
• New product showcases – most shows will have a web page for this

Brief your team

Hiring a great team of professional staff plays a crucial role in the success of your stand. They are the face of your brand, the human element that make or break the experience with those they interact with. 

Visitors judge a good stand on enthusiasm, friendliness, product and company knowledge, listening, consultative selling skills and professionalism. Having your staff excel in these areas will put you ahead of the competition.

• Brief your expo staff
• Remember a highly informed team does more
• Remind staff of their goals,  key messages and the vital role of each team member
• Have a lead generating competition as this will keep the energy up and attitudes positive
• You want employees with good product knowledge, great sales technique and a friendly engaging personality
• Involve staff in the planning process 

Uniform your staff

How should your staff dress? In your company uniform. Uniforms can make your staff easily identifiable and turn them into a network of moving advertisements for your company. 

For any enquires on Event Management Gold Coast, Corporate Events Gold Coast, and Conference and Incentives Days please call Jo. Jo can bring all her experience, passion and skill to the table to create a fresh and innovative partnership with you. Click here to get our Ebrochure & download our PDF.

Jo Kane

Events Gold Coast