Most companies spend huge amounts of time and money designing, construction, outfitting, transporting, and setting up their trade show booth. This course aims to have you understand some of the basic skills that would allow you to get the most out of your trade show experience. The workshop will start by looking at who attends trade shows and why they are there. It will explore a number of things that should be done before the show even starts, including setting trade show goals, understanding your company, and developing good trade show introductions. It will then look at trade show etiquette and skills emphasizing active listening, body language and questioning. A special emphasis will be placed on conducting prospecting. The workshop will end with an exploration of the follow-up necessary after the show. This course will highlight basic skills that should allow you to generate more leads, prospects and especially qualified prospects at your next trade show.
You will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.
This session looks at common mistakes made at trade shows and looks at who attends trade shows and why they attend.
Goals are important to any endeavor and trade shows are no different. In this session, students will learn what good trade show goals look like and will go through a reflection process that puts them in the frame of mind to determine good strong goals.
You can’t just show up at a trade show and hope for the best, you need a plan, a strategy. Here, learners will create a company poster outlining their company’s products and marketing strategy. Then they will develop several introductions that can be used at the trade show and will look at potential giveaways that reflect their company values.
This is where the rubber meets the road, at the show itself. And this is where students will look at three important aspects of booth behavior: Active Listening, Body Language, and Questioning. They will also look at active listening tips, what good body language looks like, and good questioning techniques to use at a trade show.
In this session, your students will follow the prospecting process from First Contact, through Qualification and Determining Needs to Closing the Deal.
The work doesn’t end when the trade show does, in some cases, there’s plenty more to do. Here, your students will explore follow up activities for leads, prospects and qualified leads and generate typical emails that could be used after the trade show.
At the end of the course, students will have an opportunity to ask questions and fill out an action plan.
