SE_3_Tradeshow Skills_UpdatedVersion

transcript

Improve your trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Goedemorgen

Marta Wiśniewska, Coordinator, Gdansk Convention Bureau, Poland

Jarno de Boer, Managing Director, CIMGlobal (Congrex Holland BV), the Netherlands

Karen McMain, President, International Orthoptic Association, Canada

Shall we start?

Google? LinkedIn? Association website?Google? LinkedIn? Association website?

That is called… Missed opportunity

Congress of the International Orthoptic Association -IOA

Frequency: 4 YearsRotation area: World/InternationalAverage attendance: 650Duration: 3-4 days

Key steps

Identify your goals

WHOM WOULD YOU WANT TO MEET?HOW WILL YOU ATTRACT BUYERS?

SET SPECIFIC MEASUREMENTS

m fort

Select trade shows

You invest:•MONEY•TIME•RESOURCES

CHECK SHOW’S WORTHINESS

GLOBAL SHOWS vs REGIONAL

Don't leave things until the last minute

Use all online opportunities

Who are your buyers?Identify Your Target Audience

Design – open & inviting stand

DEVELOP A KEY MESSAGE

IS THERE A STORY BEHIND THE DESTINATION / PROJECT

No Empty booths!

STAFF NEED TO KNOW BOOTH SCHEDULE (ROTATING)

Professional teamw

THINK OF A UNIQUE IDENTITY FOR THE STAFF

NO HIDING BEHIND THE DESK

Experienced staff

Be prepared for the meeting

Personal Appearance

How buyers may feel…

80/20 listen vs talk

Take notespa

Simple ideas to attract audienceStand out of the crowd

Simple ideas to attract audienceGdansk sunglasses – limited edition

Simple ideas to attract audienceCool & catchy

Simple ideas to attract audienceEWEA Flight simulator

#EWEAOFFSHORE

Simple ideas to attract audienceGenius in its simplicity

= Media attention

Don’t miss networking possibilities

You took notes… Now what?

79% of leads die at the show

Quick response is another opportunity to make good impression

Learn from them

Working in groups

Another show is coming up. You know IOA President will be there…

A.How will you tryu to reach the Client? How will you prepare? Research? Will you contact local Ambassadors?

B. Once they manage to set a meeting - How will you run the meeting?

SE_3_Tradeshow Skills_UpdatedVersion

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