Build Your Business In A Slow Economy! Part 7-steps 3 & 4

Last week we covered steps 1 & 2 and gave you solutions from accomplishing your tradeshow goals to what to include in your booth to make it stand out from your competition.

This week we give you answers and solutions to steps 3 & 4. Creating your budget and prospecting list.

Step #3. What's your budget? The more advanced thinking you do in this area, the more money you can save yourself.
Your booth:
*Where do you want your booth located?
Corner booth at the front of the hall and near a high traffic area (entrance, major intersections, food area, etc.) is ideal.
Stay away from dead end aisles, the last aisle, stages or anywhere presentations are going on during the show, loading docks, receiving doors, obstacles such as water pipes, fire equipment, columns, etc.
*Use lighter materials in your booth construction to save money.
*How much lighting do you really need?
*How much electricity do you need?
*Will a literature rack help keep your collateral organized and easy for your prospects to obtain.
*What components do you need to include in your booth to effectively promote your products/services?
*Do you need a table? Meeting area? Chairs?

Marketing:
*What will you do for pre-show marketing?
*How many tiers of giveaways will you need?
*How many colors do you need to imprint on your promotional products?
*The less colors imprinted the less expensive the item.
*What quantities will you need?
*Remember it's less expensive to order 1,000 pieces than to place 2 orders of 500 pieces.
*What contests will you have?
*How much can you spend on prizes?
*What will you do for post-show follow up?

Staff:
*How many staff members will you need?
*What will they wear?


Step#4. Who are your targeted prospects? What is their demographic? How will you compile your list?
*They should be qualified recipients who are decision makers or who influence the decision maker.
*Start with the pre-registered attendee list. Not everyone will be your prospects. Narrow it down and create a list of targeted prospects.
*Are any of your existing clients going to attend?
*Invite clients that you believe will benefit from the show and use this opportunity to enhance your relationship with them.
*Keep the demographics of this list in mind when creating your booth, your contests, giveaways, marketing campaigns, etc.
*Get in their heads.
*How do they think, feel, make decisions and what are their hurts?
*Offer them deals that are simple, quick and easy.

With the ideas and solutions in these steps you are on your way to creating the required groundwork necessary to maximize your tradeshow ROI.

Next week we will tackle steps 3 & 4. In the meantime if you have any questions or need solutions for your events please feel free to contact me.
Promotions that get results!
Shana Anderson
Complete Workplace, Inc.
Milpitas, Ca