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Tips for Exhibiting

LAUNCH
A great way of creating a buzz around your participation is to launch a new product at the show. This will draw visitors to your stand, and you can use it as a central focus to your pre-show marketing. Visitors come to trade shows for a variety of reasons, but without exception they all want to see something new.

STAFF
One of the most important aspects of your entire exhibition participation depends on the staff who will represent you, so make sure your team are 100% clear on what you want them to achieve, and are prepared to focus on achieving it.

ENGAGE
It doesn’t matter how impressive or beautiful your stand is, if your sales people aren’t proactively engaging with passing traffic you won’t achieve your objectives. Remember that every passing visitor is a potential lead.

PREPARE
You’ve booked your stand - now you need to prepare to make the most of your time onsite. Utilise your website, newsletters, adverts and social media to announce your participation. Also get in touch with your clients to find out who will be attending and arrange to meet them onsite - exhibitions are a great place to strengthen existing relationships. The Solar Middle East Marketing Toolkit offers a number of free marketing options available to promote your participation before the show.

NETWORK
Everyone at a trade show has at least one thing in common – their industry, so make a point of talking to as many people as possible. Don’t forget your business cards and make sure visitors have something to remember you by whether it is a free pen or a big smile, don’t be afraid to put yourself out there!

DESIGN
Knowing what you want to achieve is essential to all aspects of exhibiting – including the design of your stand. Make sure your stand design fits with your objectives, provides a clear impression of what your company offers, and stands out enough to attract the attention of passing traffic.

FOLLOW UP
If you don’t follow up your leads promptly after the show you risk wasting the good work you’ve done onsite. Remember that every lead you’ve generated through meetings is likely also a lead for your competitors at the show. Therefore you need to be proactive in extending the conversation and ensuring you move the sales process onto the next step.

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