Getting ready for your next B2B Trade Show Exhibit? Soooo... Thousands of messages blaring across the exhibitor floor have become the bane of every company that pays for space at trade conferences. Spending dollar after dollar, year after year, all while leads are more and more difficult to capture, frustrate the best of your sales team. Are your sales teams operating with their hands tied behind their backs at your trade conferences? When walking the trade show exhibit floor, they observe so many people in booths still not using digital tools, techniques, and strategies to their advantage. Are you complicit in perpetuating this problem by not embracing the use of digital solutions?
5 Things To Avoid On The B2B Trade Show Exhibit Floor
- Hyper-Focusing on collecting leads You come across ME selfish and no one wants to deal with that when connecting with attendees, building trust allows them to become customers or brand advocates. The result from effectively connecting with attendees is lead generation.
- Capturing their attention at all costs Do you really want to be seen as a disruption instead of as a solution? Ask where their eyes are focused now they are digitally connected. Are you using digital means to connect with attendees in ways they see as valuable?
- Feeding your exhibitor team junk food - Feed your teams conversation leads from social channels, and they will be more effective at your trade conferences. Do you have a social conversationalist feeding your team tweets, posts and pictures to connect them personally with conference attendees?
- Being a lone wolf and only focusing on your company Give referrals to partners and other companies on the exhibit floor. Being seen as a generous go-giver in the business community builds social currency, trust and karma.
- Instead of focusing on answers, just selling your widget/service When you are so product and company focused, it turns people off, and they will look for the solution you deliver from another vendor. People are frazzled, and if you add to the feeling, you will force them to seek out your competitors.
How can you deliver better results that hit your business objectives? I'd love to see your responses.