Monday, April 23, 2012

Are Trade Shows Back?

In a survey by the Center for Exhibition Industry, their CIRE index overall trade show activity grew by 2.7%. Considering this is after 3 consecutive years of reduction there was of course cause for general excitement in the industry.

The index goes and scores 4 areas of performance.
+2.7% - Net square feet
+2.3% - Number of exhibitors
+3.4% - Number of exhibitors
+2.3% - Ad revenue

The area of strongest growth were machinery and finished goods showing a very strong 11.2% growth, with the building, construction, home and repair category going down 5.3%.
Does it make sense for you to make the trade show plunge? Are your prospects and customers there?

Do you have the staff to work a booth? Do you have the money to put together a minor booth and stock it with necessary flyers and brochures?

Larson Notes & Satire: Should your business be in or back into exhibiting shows? The do have a cost and it can be pricy. Chamber of Commerce shows might be within reach and you might only need 3 or 4 new accounts to break even, but when you jump to the major shows you better have a plan to make it cost effective.

We at Larson have a service where we will go in and call all the attendees to invite them to your booth, we set up appointments for you while at the show so you have quality one on one time with the prospect (and your competition doesn’t) then after the show is all closed up, our post trade show calling service where we will call up all the business cards and badges scanned to see if they got the information they needed, to find out if they had any questions, if they need to see or talk to a sales rep again and above all else see it they are ready to talk to a sales rep to buy. If you don’t have a system for follow up you and I both know what will most likely happen. You will hand those leads to your staff; they will call the first 5. Get 5 no’s. Throw up their hands saying these leads are junk and stuff them into the top desk drawer never to see the light of day again.

“We don’t sell lists, we find customers.”

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Howard Larson
Larson & Associates, a Division of US Telemarketing Group LLC
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix?  Call today and find out.

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