MARKETING MATTERS
to the “grand prize” ad specialty item that
visitors will have a chance to win if they
participate in your lead gathering activity.
The most beneficial engagement activ-
ities are ones that will stimulate conversa-
tion in a direction streamlined toward your
services. For example, we’ve done a before
and after website renovation competition
where people rated the before and after de-
signs of a website telling us if they think the
re-design was successful or not. This activ-
ity got our potential clients thinking about
the services we provide and ways we could
help them. It also gave us a chance to show
examples of our work, gave customers a
reason to contact us again and opened an
opportunity to invite them into our mar-
keting community.
Give out data and information packets rel-
ative to your industry to prospects during a
trade show to help educate them.
6. Offer Help, Not Hype
Participating in a tradeshow is about
gaining exposure for your business. Only a
very limited number of businesses can sell
their product directly at the event. If you’re
not one of those few, focus on offering po-
tential clients information and data they
can take home and put to work. Consider
offering them documents containing rela-
tive industry information and knowledge
in exchange for their contact information
or business card. Show people that you
have solutions to their problems and ques-
tions so you can start building a trusting,
consultative relationship. By presenting
your company as the industry expert they
can come to for information, you’ll jump
start your professional relationship.
7. Speak Up
If you have the chance to speak at the
tradeshow, take advantage of it. Doing so
helps build your credibility and shows your
expertise, which will attract new leads to
your business. But don’t forget that speak-
ing opportunities should still focus on of-
fering industry information to potential
clients, not just selling your product.
8. Follow Up in a Timely Fashion
One of the biggest mistakes your business
can make after a tradeshow is not following
up with the leads you generated during the
show. Contacting your leads after the show
is how you move the sale along and ensure
that you capitalize on your investment in
the tradeshow. But you don’t have to wait
until the show is over to reach out to your
tradeshow leads. You can set up appoint-
ments at the show or have a calendar ready
to set meetings with prospects. Don’t wait
until there’s a lull in business activity to con-
tact people a few months later. Establishing
that contact as soon as possible while they’re
still in a business building mentality will en-
sure that your conversation is fresh in their
mind.
Monica Pitts is the founder and Chief Cre-
ative Officer of MayeCreate Design. She
spends her days constructing a marriage of
form and function; creating art with her de-
sign team to grow businesses through websites
and online marketing. Monica considers her-
self an artist, marketer and web dork with the
ability to speak geek and English.
Refurbished 2000-AS Palletized Striping Unit
Mounted to a 2003 Isuzu
Serial#: 1298
• 2003 Isuzu NPR, 109” WB, 5.7L V8 Gasoline Engine
• (2) 25 Gallon SS Paint Tanks with 10” Lids.
• (1) 300# CS Bead Tank with 10” Lid.
• All Stainless Steel Paint Plumbing.
• NEW 20 HP Honda Engine with Electric Start.
• NEW KC-78C Headset.
• Refurbished Atlas Copco Air Compressor.
• (3) KCN-015 Paint Guns—REBUILT.
• (3) KC-600 Pressure Bead Guns—REBUILT.
• (1) Refurbished M40D Skipline Controller.
• All NEW Solenoids.
• Rack and Pinion Steering.
• No Warranty on Isuzu Chassis
Visit us on the web: www.kellycreswell.com
[email protected]
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For More Information On This Advertiser Please Visit www.CallAPE.com/e-inquiry
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1.800.210.5923