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Takeaways from “Engaging Attendees Today: How to Combine Virtual with Face-to-Face”

March 11, 2010 by Emilie Barta

I recently participated in the PCMA sponsored webinar entitled “Engaging Attendees Today: How to Combine Virtual with Face-to-Face.”  Moderator Michael McCurry and speakers Jeff Hurt and Christina Costner profiled EventCamp NYC 2010, which was a BarCamp-style gathering for event professionals to share best practices and learn new strategies to create a successful event held on February 6 at the Roger Smith Hotel. 

 

Mike, Jeff, and Christina had many great points and the following were the ones I felt strongest about, therefore I tweeted them:

  • Consider the “Long Tail” in using #hybrid #events to extend attendance and reach says @JeffHurt at #EC10w.
  • Meeting face-to-face was the best thing they could have done says @mizcity at #EC10w!!
  • Local audience and remote audience are more friendly terms for the 2 audiences according to @JeffHurt. #EC10w

 

Since I was at EventCamp, I added my own thoughts to the conversation happening on Twitter:

  • It’s all about audience engagement…whether virtual or face-to-face. #EC10w
  • Social media was used to connect the remote and face-to-face attendees of #EC10. #ec10w
  • Back channel at #EC10 is how @klrichardson and I met…now sharing lots of great info with each other! #ec10w
  • It is amazing how well #EC10 was streamed to virtual audience based on all of the technical difficulties/challenges at the venue. #EC10w
  • Break the 4th wall & talk directly to remote audience…both with speakers & a host for the remote audience. http://www.bit.ly/cTurs3  #EC10w

 

While at EventCamp, I was asked to do journalistic style interviews with the speakers to keep the virtual audience company during the breaks.  This success of this “virtual audience engagement” was mentioned during the webinar and the following tweets ensued (thanks everyone :) ):

 

During the Q&A portion of the webinar, a question was asked about the types of industries that would find success with hybrid events and what made EventCamp so successful:

  • #Hybrid #events work for any industry that wants to engage with their audience no matter where they are located IMO. #Ec10w
  • IMO #EC10 was successful because it brought together generous tweeps with a common goal of finding out how to make #hybrid work! #EC10w

 

And a funny thing happened at the conclusion of the webinar:

  • OMG…I just said “thank you” and “bye” to the computer after #EC10w!! Hee, hee, hee… ;o)
  • Jeffhurt: @EmilieBarta Your computer and phone line thanks you! #ec10w
  • I much prefer speaking to someone in person rather that talking to my computer!  #EC10w
  • camelendes: VERY FUNNY! RT @EmilieBarta: OMG…I just said “thank you” and “bye” to the computer after #EC10w!! Hee, hee, hee… ;o)

 

Are you one of the 162 people who attended this webinar?  What information did you learn about hybrid events and engaging the virtual and the face-to-face audience?  And if you did not attend, what questions do you have about hybrid events?

Posted in Hybrid Events | Tagged , , , , , , , , , , , , , , , , , , , , , , , , , , | 1 Comment »

How to Find the Right Professional Trade Show Presenter for Your Company

March 2, 2010 by Emilie Barta

Now that you have decided that a Professional Trade Show Presenter will do a better job of drawing positive attention and potential customers to your booth than Mark from Marketing and Sally from Sales, how do you go about finding one?  After all, many people call themselves Trade Show Presenters, but how do you know if they are reputable and good at what they do?  It is not as hard as you think, as long as you are willing to take some time to research.  After all, this individual is the first impression of your company, so you want to ensure that you make a perfect match!

 

Your Trusted Exhibit House

The first place to turn to is your exhibit house.  Most exhibit houses have relationships with trade show presenters and/or trade show talent agencies.  After all, you trust your exhibit house to design and build your booth, so why not trust them to help you find your presenter?  They can contact the agency or presenter on your behalf and get the selection process started based on your wants and needs.  They can also facilitate the interviewing and negotiating for you.  Or they can just do everything and surprise you with their selection if you prefer. 

 

A Trade Show Talent Agency

If you do not work with an exhibit house, you could turn to a trade show talent agency.  If you do an internet search, you will find many types of agencies that say they have experience in booking talent on trade shows.  Therefore you will have to do some research to ensure that you find the type of third party vendor that best suits your needs.  Make sure that the agency you choose has been in business for awhile and represents presenters who have trade show experience.  Take an in-depth look at the agency’s website and see if you like the image that they are portraying.  Do an internet search to see about the reputation of the agency and if you feel comfortable with the way that they are portrayed online.  Once you contact them, do they provide you the level of service that you expect, and do you like the way you connect over the phone?  Finally do they listen to your description of your perfect presenter and help you narrow down the field, or do they send you everybody they represent because they do not care who you select as long as you select someone from them? 

 

Your Personal and Professional Networks

If you do not want to work with a third party, ask for referrals from your network.  Look to your network of colleagues, friends, and professional associates and ask them if they can recommend someone for you.  Chances are they have run into a presenter in their trade show history and have their contact information on file.  If not, they might know of another colleague who could recommend a presenter.  Just as important is a recommendation of a presenter who you should NOT hire.  Unfortunately there are more mediocre presenters out there than results-oriented presenters, so knowing who to avoid is a valuable piece of information as well. 

 

An Internet Search

If you want to go at it alone, try an internet search.  Search phrases like Trade Show Presenter, Corporate Spokesperson, and Trade Show Narrator to see who you find.  After you weed out the trade show agencies and articles about trade shows, you will have a manageable amount of websites to view.  When you look at their website, do you like the image of the materials they use to promote themselves?  Do you like their look, their client list, and their demo?  Does their image match the image of your company?  Do you feel comfortable with the presentation style they portray in their demo?  Do you like what their clients have to say about them?  Do they have a long list of repeat clients, or are they never asked back for a repeat performance?  Once you have decided this presenter is a possibility, do an internet search of their name in quotes and see what you find.  Are you impressed with the amount and type of coverage they have on the internet, or are you finding things that tarnish their reputation?  If you do not like what you see online, you will not like what you see in person. 

 

Social Networking

And the newest way to find a Presenter?  Social Networking!  Many presenters have a presence on LinkedIn, Facebook, Twitter, Plaxo, YouTube, and other social networking sites. So again, search for terms like Trade Show Presenter, Corporate Spokesperson, and Trade Show Narrator to see who you find.  You can also take a look at who your connections are connected to and ask for an introduction.  Or you can post a message stating that you are looking for a presenter, and see what response you receive.  Social networking is a great way to access people you otherwise may never have met, and a wonderful way to get into a conversation with a presenter to see if you like their personality.  Since social networking is somewhat less formal and more conversational than other online resources, you can get to know a presenter by how they conduct themselves on the site.  If they are pushy, unprofessional, rude, or not interactive online, imagine how they will be in person! 

 

So with just a little bit of research in a variety of different methods, you can feel confident that you will find the right Professional Trade Show Presenter for your company.  Good luck!!

Posted in Professional Trade Show Presenter | Tagged , , , , , , , , , , , , , , , , , , | 6 Comments »

Live and Virtual Events COMPLEMENT Each Other, Not COMPETE with Each Other

February 8, 2010 by Emilie Barta

I spent an exhilarating weekend in NYC attending EventCamp, which was the 1st industry gathering of its kind.  The conference brought together event professionals to share best practices and learn new strategies of leveraging social media and technology to create a successful event.  Keep in mind that this was another 1st experience for me…the 1st time I have ever attended an event, since usually I am working at them, so that added another layer of excitement for me!

When the EventCamp organizers announced a CrowdCampaign question, I became very excited when I knew MY answer.  The question: “What’s the #1 Take Away from EventCamp?”  My answer follows:

I constantly preach that you must gather, engage, and interact with your audience in order to have a successful event. When virtual events started gaining popularity, many in the event community turned a blind eye or became scared that they would replace live events. Yet I have always said that virtual events are a great complement to live events because they offer yet another opportunity to connect with your audience, especially in today’s economy or time-strained society when not all of your audience can travel to your live event.

Virtual events in collaboration with live events also extend your reach to an audience that you have not met yet. We live in a globally connected community due to the internet, so our audience and our reach are larger than ever. Once we find this larger audience, we are obligated to engage and interact with them. And if they are not standing right in front of us, we now have the opportunity to connect with them virtually.

So live and virtual events do not compete with each other because both are necessary to build relationships. When they are used to complement each other, your audience is far greater than when just using one or the other. Just think of how successful your event could be when you connect with both of these audiences!

So what did I take away from @EventCampNYC? I took away PROOF that virtual and live events are friends and not enemies. Just look at the fact that almost every person who was following along virtually commented that they wished they could be at EventCamp 2010 and that they could not wait until they could be at EventCamp 2011! Follow the #EC10 tweet stream and you see constant interaction between the virtual audience and the live audience. Think of the sense of satisfaction that the virtual audience had when they saw that the EventCamp staff and speakers listened to them and responded to their needs, questions, and suggestions. And notice that after EventCamp 2010 ended, we are all interacting with each other as ONE UNITED AUDIENCE. Not only that we are gaining a NEW audience from people who heard about EventCamp after the fact and are going back through the archives and everything that the original audience is continuing to post about it.

The audience will continue to grow virtually, so that the next live EventCamp will be even bigger and better than the first!

Posted in Virtual Events | Tagged , , , , , , , , , , , | 24 Comments »

What Should You Hire…a Presenter or a Speaker?

January 25, 2010 by Emilie Barta

Many of us in the trade show industry do not have a “title” that was introduced during Career Day in grade school.  When we meet someone who says they are a Doctor, Lawyer, Plumber, Office Manager, Florist, Chef, or Bus Driver (for example), we have an understanding of what that person does on a daily basis.  But most people give me a blank stare when I tell them I am a Professional Trade Show Presenter and then ask me “what’s that?”  Or they say something along the lines of “oh, so you’re a Speaker.”

 

No, I am not a speaker, I am a presenter…and here is the reason why:

A presenter is hired by a company to portray the COMPANY’S message.  Therefore the presentation is not about the presenter, but about the company.  The presenter becomes a representative of the company, and a mouthpiece for the information that the company wishes to impart.  You hire the person.

A speaker portrays THEIR OWN message.  They have put together a presentation on their topic of choice, based on their industry expertise.  They represent themselves, and are known for presenting their own message.  You hire the script.

 

At this point in my career, I enjoy the challenge of learning everything there is to know about the product or service I am representing; I enjoy working in many industries ranging from housewares to tech to manufacturing; I enjoy working with big companies and small companies, well-known companies and start-ups; I enjoy being the information source to the attendees at trade shows and educating them on how my client’s product or service can make their lives better, easier, faster, etc.; and I enjoy helping my clients get their company message out to potential clients thereby helping them grow their business. 

My presentations are never about me, and in fact, there is no reason for my audience to even know my name.  My presentations are about my clients, and my clients hire me to be the conduit for their information.

But you never know…someday I may want to be a Speaker as well!

Posted in Professional Trade Show Presenter | Tagged , , , , , , | 5 Comments »

Recommended Restaurants in Las Vegas

January 11, 2010 by Emilie Barta

Presenting at CES is the best way I can think of to start the new year.  The International CES (Consumer Electronics Show) is the world’s largest annual trade show for consumer technology and America’s largest annual trade show of any kind.  It is great to get away to the Las Vegas warmth and sun from the cold and snow, and I always enjoy seeing old friends and connecting with new ones.

But what I do not enjoy about CES are the lines to get into any restaurant no matter where it is, what type of cuisine it serves, the price of the food, or whose name is associated with it.  Plus, the name of the restaurant or the price of the total bill does not tell you anything about the quality of the food.  I feel inadequate about my knowledge of restaurants in Las Vegas, so I turned to my Twitter friends for some help.  Below is a list of restaurants recommended primarily by Event Professionals, whose opinion I trust more than any when it comes to food and service. 

Now I just need to remember to make a reservation to avoid those lines that I don’t like!

AMERICAN

Grand Lux Cafe at Palazzo AND Venetian
Burger Bar at Mandalay Bay
Fix at Bellagio
Stack at Mirage
Nobhill Tavern at MGM
Yard House at Towne Square
Table 10 at Palazzo
Olives at Bellagio

ITALIAN

Maggiano’s at Fashion Show Mall
Rao’s at Caesar’s Palace
Piero’s on corner of Convention Center Drive/Paradise

MEXICAN

Diablo’s Cantina at Monte Carlo
Pink Taco at Hard Rock Hotel

CHINESE

Tao at Venetian

SUSHI

Shibuya at MGM
RA at Fashion Show Mall
Kabuki at Towne Square
Social House at Crystals in City Center (reopening June 2010)
Little Buddha at the Palms
Ah-Sin at Paris

SEAFOOD

Sea Blue at MGM
McCormick & Schmicks on corner of Flamingo/Paradise

STEAKHOUSE

Delmonico’s at Venetian
SW Steakhouse at Wynn
Prime Steakhouse at Bellagio
Craftsteak at MGM

TAPAS

Firefly on Paradise

BREAKFAST

Bouchon at Venetian
Terrace Point Cafe at Wynn

FAST FOOD

In-n-Out Burger at various locations
California Pizza Kitchen at Fashion Show Mall AND Mirage AND Towne Square 

Many thanks to @GESatCES @CACouncil @LGatCEA @UnbeatableUK @BenSideline @theexpogroup @RentalExhibits @BerryLowman @Mike_McDaniel for these suggestions!  What is your favorite restaurant in Las Vegas?  Let me know in the comments below!

Posted in Trade Show Tips | Tagged , , , , , , , , | 2 Comments »

How a Professional Trade Show Presenter Will Help You Succeed

December 28, 2009 by Emilie Barta

Mark and Sally Have a Problem

Mark from Marketing and Sally from Sales have many customers at the trade show that need their attention constantly. Their colleagues also want their frequent input on other issues, and they feel the need to walk the floor and check out the competition. They also feel a lot of pressure to get face time with others in the industry, and they have just been signed up for “booth duty.” On top of that, they just got the news that they are to do presentations on their product, 8 times a day! 

“Great,” thinks Mark and Sally. But they are team-players and they will suck it up. It’s too bad the results from their presentations will be, ahem, mixed. After all, they’ll be thinking about all the other things they should be doing while they are presenting, which is not what they want to be doing. Mark and Sally are idea and implementation people, not crowd-pleasing spokespeople. 

There is a better way. 

 

Introducing the Professional Trade Show Presenter

You outsource the construction of your booth, the set up of the lights and electricity, and the delivery of your supplies and materials…so why are you making Mark from Marketing and Sally from Sales get up on stage in front of a live audience and give your presentation?  After all, this is the first impression that your potential customers have of your company, so why not hire a Professional Trade Show Presenter?  They are trained spokespeople who can provide measurable results to you for several reasons. 

To start, the first and foremost responsibility of a Professional Trade Show Presenter is your presentation.  They have been hired to represent your company, do your presentation, and get your message across to your potential customers.  Why take Mark and Sally away from the reason why you invited them to the show in the first place…to sell?  A good Presenter will represent your company proudly and positively from the moment they get on the airplane in their home base to the moment they get back home. 

 

Here’s How to Take Pressure Off Your Audience

No attendee wants to feel like they are getting a sales pitch, especially as their first impression of a company and definitely not from the person who is eventually going to take their money.  Mark from Marketing and Sally from Sales are the people the attendee is going to be working with in the future, so why not let a “Spokesperson” deliver your message and make the introduction?  A good Professional Trade Show Presenter is able to craft your message to be informative and educational, without being self-serving.  They are also able to generate enthusiasm in your booth and excitement for your product or service, without getting in the way of the business that is occurring around them. 

 

Attendees Have Problems Finding You

Attendees are oftentimes “lost” when they are walking in the aisles.  The trade show floor is a very overwhelming, exhausting, and intimidating place, and attendees want to be invited into your booth.  Otherwise they might just walk by and you might lose a potential customer.  Mark from Marketing and Sally from Sales generally know how to talk about your product or service, but usually do not feel comfortable building their audience.  A good Professional Trade Show Presenter has the ability to get apprehensive attendees out of the aisle and into your booth by connecting with them personally.  And they continue to invite new attendees into the audience throughout the presentation without causing an interruption to your message.

 

Working the Crowd is Hard Work

Every audience for every presentation is different.  Mark from Marketing and Sally from Sales may not know or may not have the time to analyze each and every audience and cater their energy level, volume, audience interaction, and level of seriousness appropriately.  A good Professional Trade Show Presenter will never do the same presentation twice because they know how to “work the crowd.”  They are not deterred if there is a heckler in the audience, if someone throws out a negative or inappropriate statement, if the competition is in the audience, or if audience members are asking questions.  They are constantly connected with the audience and catering your message in the manner in which the audience will best receive it. 

 

Make Sure You Don’t Miss Out on Your Hot Leads

Normally, the “hot leads” make themselves known when the presentation is complete.  Mark from Marketing and Sally from Sales may not know how to be a good “event host” and make sure that everyone is being taken care of.  A good Professional Trade Show Presenter has the ability to recognize an attendee who needs to make a personal connection with an employee of your company.  They can spot the hot leads and make sure that they are staying in the booth without feeling like they are being “pounced” upon.  And they can multi-task to ensure that no one walks away without having attention paid to them. 

 

And Working the Trade Show is the Hardest Work of All

And finally, a person who works at trade shows for a living knows how to “work” the trade show better than someone who exhibits at one a few times a year.  Mark from Marketing and Sally from Sales might know the ins-and-outs of their product, but they might not know the nuances of presenting at a trade show.  A good Professional Trade Show Presenter excels at giving presentations at trade shows because it is their area of expertise.  They are more comfortable with public speaking and with being in front of an audience, and since they are more relaxed, they are able to more easily deliver your message to your potential customers.  Plus, they are familiar with the intricacies of giving your presentation multiple times an hour for multiple days, all with the same amount of energy and concern for your company’s image.  

 

So let Mark from Marketing and Sally from Sales take care of their customers, their colleagues, their competition, and let them concentrate on selling your product or service.  When it comes to introducing your product or service to your potential customers, leave that to the trade show presentation pros…the Professional Trade Show Presenters!

Posted in Professional Trade Show Presenter | Tagged , , , , , , , , , , , , , , | 9 Comments »

You Know You Are an Event Professional When…

November 20, 2009 by Emilie Barta

All of us in the trade show/meeting/event industry have suffered through…and survived…a different and difficult 2009.  And most of us have commented recently that all of a sudden things are getting busy again!  I just had the pleasure (I really mean that) of being on the road for 10 straight nights, and a few realizations struck me. 

You know you are an EventProf when:

  • Your briefcase includes a box of Kleenex, a bag of cough drops, a bottle of saline nasal spray, allergy medicine, and lots of hand sanitizer.
  • You know which hotel chains carry what type of products in the bathroom (i.e. Doubletree = Neutrogena; Hyatt = Portico Spa).
  • You had hot tea for breakfast and hot coffee for lunch because your voice is rough for talking so much.
  • You find baggage claim checks stuffed in every pocket of every coat, purse, briefcase, and piece of luggage you own.
  • You gargle with hydrogen peroxide instead of mouthwash because you grabbed the wrong bottle from the bathroom sink – good thing that is how they used to do it in the olden days.
  • The wait staff in the hotel restaurant all know you by name.
  • The doormen greet you by saying “Welcome Home!”
  • You actually believe a Snickers candy bar is a satisfying lunch.
  • Your 3 ounce bottles never really make it out of the 1 quart plastic bag.
  • You really don’t see the problem in wearing the same outfit multiple nights in a row.
  • You have mastered the art of doing laundry in your hotel bathroom sink.
  • You have a wallet stuffed with one dollar bills for tipping, therefore you have to pay for your cab rides with your credit card.
  • McDonald’s becomes your most frequented restaurant.
  • You get miffed when someone walks into the “Expert Traveler” line at the security check-point and they do not have their license and boarding pass in their hand.
  • You do not blink an eye when there is a $68 charge to jump on an earlier flight home.
  • When you return home you try to put a “do not disturb” sign on your front door and wonder why your bed is not being made.
  • When you do finally wake up in your own bed, you wonder why everything looks unfamiliar and you wonder what city you are in.

I could go on and on, but I would love to hear what you think instead.  So comment below on how you know you are an EventProf and what makes us unique!!

Posted in Trade Show Tips | Tagged , , , , , , | 26 Comments »

Don’t Cut Your Marketing Dollars or Your Trade Show Presence!

November 4, 2009 by Emilie Barta

At the start of the Great Depression, Kellogg’s and Post were neck and neck in cereal sales.  Post slashed their marketing budget, while Kellogg’s maintained theirs.  When the Depression ended, Kellogg’s had a market share dominance that they maintain to this day. (Source)

This is a perfect example of what NOT to do in tough economic times!  When all of this is over, the buying population will remember the companies that stayed in front of them the entire time…through the bad times, as well as the good ones.  Companies that slash marketing dollars and do not maintain their presence will fade away in the public’s mind.

Cutting trade shows from your marketing budget is cutting you off from your buying population.  Yes, the QUANTITY of trade show attendees has generally decreased in 2009.  But what has not decreased is the QUALITY of the attendees.  Companies may not be sending as many representatives to a trade show, but they are sending the ones that count. 

Numerous studies have shown that trade shows offer one of the most cost-effective ways to reach a large number of prospects, all in one place, all at one time.  So to me, it makes even more sense to exhibit during a recession!

Posted in Trade Show Tips | Tagged , , , , , , , , , , , , | 3 Comments »

Providing Exceptional Customer Service…at a Trade Show?

September 16, 2009 by Emilie Barta

Throughout the years I have come to find that many people in customer service positions are REACTIVE, rather than PROACTIVE.  Think about it…who would you rather assist?  The customer that comes in screaming their head off and demanding that YOU do something to make their situation better regardless of who is at fault, or the customer that calmly approaches you and asks if you could help them out? 

Whether the customer service is being provided over the phone (call center, tech support, 1-800 number) or in person (retail store, doctor’s office, the DMV), it is much more rewarding to help someone who asks for help, rather than demands it.  It is much more fulfilling to help a kind customer solve a problem than a rude customer that you just want to leave you alone.  It is easier and quicker to assist someone who calmly explains the situation to you, rather than someone who is yelling, and perhaps even cursing, at you.  But people who provide exceptional customer service do so with a smile on their face regardless if they are helping a nice customer or a mean one.  And those that don’t provide exceptional customer service are oftentimes reacting to how the customer is treating them. 

So let’s translate this to a trade show environment.  The attendee is the customer and you, the exhibitor, is the customer service provider.  It is even more important for you to provide exceptional customer service with regard to facial expressions, body language, and tone of voice since you are in a face-to-face situation.  If an attendee approaches your booth negatively…they are in a bad mood, they are in a hurry, they are exhausted, they just got reprimanded by their boss, they are desperately looking for a new job…it is up to you to provide exceptional customer service regardless of how you wish to react.  Reacting negatively is just not allowed at a trade show no matter what the circumstance. 

Also, providing exceptional customer service at a trade show has to be maintained by every level of employee that is at the show.  The highest ranking employee has just as much responsibility to the attendees as the lowest ranking one.  And not just in the booth or the convention center, but in the shuttle bus, at a restaurant, at the hotel, at the airport, in the gym…heck, even in the restroom!  I can not tell you how many connections I have made while on an airplane either before or after a trade show.  The reason why?  Because I provided exceptional customer service at a time when no one expected it.

So just remember that  PROACTIVELY providing exceptional customer service at a trade show and not REACTING negatively towards an attendee is crucial in maintaining customer relations, whether it is a current customer or a potential one!

Posted in Trade Show Tips | Tagged , , , , , , , , , , | 11 Comments »

10 Reasons Why it is Worth the Money to Have a Presentation in Your Booth

August 3, 2009 by Emilie Barta

10 Reasons Why it is Worth the Money to Have a Presentation in Your BoothWhen walking around the trade show floor, I am constantly amazed at how many exhibitors I see who do nothing to encourage attendees to enter their booth.   Having a booth presentation is a strong way to make a statement, and encourage attendees to stop, look, and listen.  

The possibilities are endless…presentation theater, game show, product demonstration, magician, booth tour, interactive competition, roving reporter, you name it…but they all do the following:

  • create a “buzz” in your booth
  • draw attendees out of the aisle and into your booth
  • provide education and information to a large amount of attendees simultaneously
  • prequalify attendees
  • locate “hot leads”
  • introduce attendees to company employees for more in-depth discussion
  • maintain a positive environment in the booth
  • motivate company employees throughout the duration of the trade show
  • provide a positive first impression of your company
  • take some of the pressure off your company employees

Just imagine accomplishing all of those goals with just one item at your next trade show…a booth presentation!

Posted in Booth Presentation | Tagged , , , , , , , , , , , , , , , | 3 Comments »

13 Tips for a Successful Trade Show

July 31, 2009 by Emilie Barta

13 Tips for a Successful Trade ShowSo you have purchased your booth space, had your exhibit house design and build your exhibit, contracted all of your services, booked your airline flights and hotel rooms, hired your Professional Trade Show Presenter and other trade show talent, and chosen which of your employees are going to staff your booth. So now all you have to do is show up at the convention center…right?  

WRONG!!

The biggest reason that exhibitors have an unsuccessful show is because they just stand around and expect attendees to come to them. Trade shows have a lot going on in a condensed space, and you need to attract attendees to your booth. Here are some simple tips for a successful show:

  • A SMILE and a POSITIVE ATTITUDE are the best accessories you can put on in the morning!
  • Make sure to do PRE-SHOW MARKETING to drive attendees to your booth. The walk-bys are the icing on the cake.
  • You must give attendees a REASON to walk into your booth, otherwise they will just walk on by.
  • Make sure your PURPOSE for being at the trade show is crystal clear so that no attendee gets confused by your message.
  • You must WELCOME attendees into your booth and be a perfect “party host” once they are inside. It is all about the first impression!
  • Maintain your ENERGY LEVEL throughout the day, no matter how tired or hungry you are.
  • STAFF YOUR BOOTH with the employees who recognize the value of trade shows, shows up on time, will not wander away from the booth, knows the answers to the questions the attendees will ask, maintains a put-together appearance, and are not prone to losing business cards or information that will be needed back at the office.
  • Make sure that the staff of your booth has a UNIFORM APPEARANCE so that it is obvious to the attendees who works for your company and can answer their questions.
  • Don’t think that you can do it all, because you can’t. Make sure to OUTSOURCE functions to companies who represent your company image.
  • LISTEN to the attendees and give them exactly what they are looking for in the moment. Upselling can happen once the show is over and a relationship has been established.
  • Have a designated method for getting HOT LEADS to the appropriate sales person both on the show floor at back at the office. Never let an opportunity slip away due to disorganization.
  • Remember that you are REPRESENTING YOUR COMPANY from the minute you get to the airport in your home city to the minute you are in your car driving home. Many relationships have been started on airplanes or shuttles, in the cafeteria, or at dinner. And many more relationships have been destroyed during these same times.
  • And most importantly, HAVE FUN!!

Some of these tips may sound obvious, but I can’t tell you how many times I approach a booth only to find one employee present, sitting with his/her back to the aisle, with a scowl on their face, hunched over their computer. These are the exhibitors that complain that they had an unsuccessful show and give trade shows a bad name.

Have a successful show!!

Posted in Trade Show Tips | Tagged , , , , , , , , , | 14 Comments »

What is a Professional Trade Show Presenter?

June 10, 2009 by Emilie Barta

Emilie Barta, Professional Trade Show PresenterA Professional Trade Show Presenter is an individual who is hired to give scripted or unscripted presentations or product demonstrations in an exhibitor’s booth at a trade show.  The Presenter is the exhibitor’s “Company Spokesperson,” a representative of the company, and oftentimes the first impression of the company.  An exhibitor has made a wise selection when the Presenter accurately portrays the “image” of the company, and is mistaken for a company employee.

In addition to the presentations, a Professional Trade Show Presenter may do the following:

  • Assist with script preparation or write the script
  • Assist with concept development of the presentation
  • Assist with presentation stage/area design
  • Assist with PowerPoint presentation development or other visual aides
  • Gather a crowd before the presentation begins and encourage attendees to come into the booth
  • Answer questions after the presentation
  • Introduce attendees to appropriate company employees for further information

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Welcome to the Professional Trade Show Presenter Weblog!

June 4, 2009 by Emilie Barta

If you are looking for a first-rate Professional Trade Show Presenter, you have found her…

Meet Emilie Barta!

 

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