175 – Pro Tip 3 – Think Like an Attendee

Here’s trade show pro tip #3 – Hey, exhibitors… Want to make more money, get a better return on investment, and fully achieve your goals? Think like an attendee!

Many exhibitors get too focused on themselves, talking about their products, trying to sell and mentioning all the different facts and features, and end up turning off the very people they are trying to attract!

• So, think like a visitor… First, think back to the trade shows you’ve attended before. What were you looking for?
• What kind of interaction do you want?
• What message would you like to leave?

Now think about your next show. Why should people come?

I know when I go to trade shows, a lot of booths that offer similar products or services end up sounding the same because they are just saying what they do. I know there are 8 vendors here that offer accounting software. I know you all do a great job helping me set up my books and provide reports and so on.

Tell me what’s different about you! Tell me what I can get from you that I can’t get from anyone else!

Now you will stand out.

Think about it – have you ever said, “If they knew…”? What would they need to know to make you unique? Tell them now!! Be upfront about what makes you unique, as this will be what attendees will focus on the most and what they will benefit the most from.

If possible, set up your booth the way it actually was at your next show, or your last show. Now stop looking at it in terms of yourself, look at it as an attendee.

How well do your booth and promotional materials meet the needs of attendees? Take a moment to examine all of your exhibits. Is everything simple and inviting? Is your booth designed to draw people in or have them walk right past?

If you have a hard time doing this and are having a hard time visualizing without bias, ask some clients or prospects to do it for you. What do they say? You might want to do this even if you feel like you’re completely unbiased. It might be eye-opening and at the very least provide valuable feedback.

So please take that feedback and make the necessary changes.

The most important thing now – Is your team trained to engage quickly and give attendees what they want? Be sure to train your staff for success! I’ll send you a link to Episode 3 –

Finally, think about your number one client or dream client. Why do they do business with you or why do they want to do business with you? It could be the same thing as what makes you unique, or it could be an extra special customer service or another amazing benefit you provide. Make sure not to hide these things because that’s something attendees want to know!

*** I want to help you make more money at your next gig! Book a FREE 15 minute discovery call to discuss the possibilities! Click here to get my calendar!