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How to Get the Conversation Started with Attendees

by Gwen Parsons 28. May 2013 18:52

All too often trade show booth staff don’t know how to engage attendees as they come down the aisle. They watch attendees walk by their trade show display, afraid to approach them because they are unsure of what to say or fear bothering them.  While some attendees will stop, what about the ones that don’t?  You're there to meet with attendees, so you need to get the conversation ball rolling.

First recognize that no one wants to interrupt trade show staff on their phone or huddled together chatting with one another.  They will think you're too busy to talk with them and continue on down the aisle.  Be present and make yourself available so visitors will feel welcome. Adopt a relaxed stance, smile and yes, by all means, step out into the aisle.

Next, you need to know what you're going to say to kick off the conversation.  "Hi there, can I help you with something?" or “Enjoying the show?” are uninspiring at best.  The most predictable response is likely to be "no thanks, I'm just looking."  End of conversation.  You need more engaging conversation starters, to get them involved immediately.

The best openers are often to offer something – a free sample, the opportunity to participate in an activity, or win a prize.  Formulate open ended questions that cannot be answered with a simply yes or no.  Think of questions that use who, what, where, when and how vs questions that use are, can, do, have, or will.  For example, "If you win the iPad we're giving away today, who would you give it to?".  Start off the conversation focusing on them, rather than the other way around.  Your opener should get them thinking, and regardless of what the answer is, it should draw them into a conversation about their needs, provide an opportunity for you to explain what you do, and determine whether you can help them.

It's important, of course, not to get discouraged.  No matter how great your openers are, not every person that walks by has a need for your product or service.  Keep in mind that if you're friendly, approachable, and have a great conversation starter, your chances for generating more leads will be greatly increased.

For more tips on successful exhibiting techniques, request a copy of our guidebook.

 

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Trade Show Tips

How to Prepare Your Trade Show Staff

by Gwen Parsons 15. May 2013 16:26

Alexander Graham Bell said “Before anything else, preparation is the key to success.”  So we asked Margit Weisgal – industry veteran, Certified Manager of Exhibits and past President/CEO of the Trade Show Exhibitors Association – to share her tips on how to prepare your booth staff to succeed on the show floor.

You have a kick-ass trade show display, targeted graphics, and a brilliant promotion plan to attract visitors. You’re ready for the show, right? Well, almost. Despite this, if you don’t have the right people in the booth, you may have wasted all your effort because it’s all about the people.

Your staffers are the ones who greet booth visitors, engage them, interact with them, position your product in terms of their needs and wants, collect contact info and, then, determine the follow up.

So to have a great staff, you have to have great preparation. Look at all the work you put in for your trade show display, graphics and promos. A commensurate effort should go into your people.

trade show staffing

Step by Step
Here are a six tactics you can employ to have a successful staff – and a successful trade show.

1. Explain why you exhibit.  You are immersed in trade show exhibit marketing and all its elements. But your trade show exhibit staff only does this for a few days (or maybe weeks) outside their regular jobs. They don’t really understand why you’re there and the inherent benefits. So take a little time and let them in on why this is an amazing sales and marketing medium. Here’s are some key phrases to use:

  • Trade shows accelerate the buying cycle. (Salespeople love this one.)
  • You meet with current customers to ensure you remain their preferred vendor. (Salespeople like this, too.)
  • You reach new, hidden buyers that haven’t been identified as potential customers yet and have an opportunity to educate them on why your product/service is the best choice.
  • It’s a more efficient use of their time to meet with many buyers at one location which also reduces the cost of a sale by as much as 75%.

2. Explain why you chose this show. You know the demographics of the attendees so inform the trade show staff of who will be there. Based on the pre-registration list, mention key customers and prospects by company.

3. Explain your goals. Each event is a platform to push or focus on a product/service/message. Share your strategy with the individuals who will be manning the booth and serve as your experts

4. Explain your promotional plan. Since these strategies will drive traffic to your trade show display, you’ll want them to know what’s going on in the background and bringing all the visitors to your space.

5. Explain the layout. Inform your staff how to guide visitors to right areas in your trade show booth – from the reception counter, to different product areas, special demonstrations, a stage – so they can get the most from the experience.

6. Explain their role: Trade show staff should qualify visitors using prepared open-ended questions. Most important, they should really, really listen. Attendees will often tell you what you need to know to sell them. If they listen, they’ll be great. And practice. Remember, they don’t do this all year round.

Anne M. Mulcahy of Xerox said, “Employees are a company's greatest asset – they're your competitive advantage. You want to make them feel that they are an integral part of the company's mission.”

You value your staff’s contribution of time, energy, time, and commitment to the company. Say ‘thank you;’ it goes a long way toward showing your appreciation.  Follow these few steps and you’ll have a great event.  See you on the show floor. Contact Margit at mbweisgal@gmail.com.

 

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Trade Show Tips

Using iPads for Trade Shows, is there an App for that?

by Gwen Parsons 17. April 2013 02:04

We recently heard a great question from an exhibitor "Can iPads be used to interact with clients and capture contact information or are they strictly for disseminating information?"

iPads are already being used by booth staff at trade shows to interact with visitors so YES! and there is an app for that - Nomadic's new Media on Demand App! In fact, our new iPad app for trade 
shows is a hot topic, responsible for quadrupling our Twitter traffic last month.

So here's the scoop- our trade show iPad app allows you to place all of your sales and marketing media at the fingertips of your team on their iPad or iPhone. You simply upload your media – everything from brochures, special reports, and technical specs to photos and videos - to your password protected administrative portal. From there publish the media to your own company branded version of the Media on Demand App on the iPads or iPhones used by your booth staff. Getting up-to-the minute information into the hands of your team is instantaneous.

With our iPad app for trade shows your booth staff will have the ability to share marketing materials specific to each visitor's needs, zoom in on charts and photos, and even play videos on demand. It's a great way to capture leads and follow up in real time. Booth staff simply type the visitor's contact information into the iPad to email product specific information immediately following their conversation.



Any contact information captured in the app is also centrally stored in the administrative portal so it can be exported and uploaded to a database or CRM system anytime.

Put the money you save on printing, shipping, handling, and storing large quantities of sales and marketing information into your own branded version of our trade show iPad app. Speed-to-market is a vital, competitive advantage in today's marketplace. Custom apps are expensive and require months of development time but for a fraction of the price of a custom app, you can be ready to go-to-market in just days.

To schedule a demo and get your 14 day FREE trial of this game changing technology, contact Hendrik Lenze, Director of Business Development.

 

Nomadic Gets Creative With Tech at Exhibitor2013

by Gwen Parsons 29. March 2013 01:52

Last week’s Exhibitor2013 show was a BIG hit – bigger show floor, new education sessions and more attendees preparing to invest in their trade show marketing programs. 

The show floor buzzed with activity and high spirited attendees.  Visitors were stopped in their tracks by artist Zach Trenholm  finger sketching avatars on his iPad in our booth and lined up to watch on a large monitor.

While attendees awaited their turn for a sitting, they were invited to watch a short video introducing our new Media in Demand App for iPad.  Visitors learned how much time and money they can save placing all of their sales and marketing media – literature, photos and videos – on their own branded version of our Media on Demand App for their sales team to use on their iPad or smart phone.

Those shopping for an easy-to-use display that offered a different look were impressed by our newest fabric display solution – Inspire.  It features a seamless fabric graphic and a convertible canopy that changes into four different shapes using the same canopy cover.  A basic 10 foot Inspire display packs in just one wheeled case that weighs less than 120 pounds, ships UPS or FedE,  includes its own folding step stool and has a refreshingly competitive price tag starting at under $4,300.

If you weren’t able to be there with us, here’s the next best thing – a short video.

 

Exhibitor celebrated its 25th anniversary with a champagne reception. We at Nomadic are among the companies that have participated in this event since it launched in 1989 so we were thrilled to be invited to join in the festivities. Congratulations to Exhibitor, Hall-Erickson and everyone involved in the education program on creating an industry success story and growing it for a quarter century!


Exhibit Design is a Journey to Your Destination

by Gwen Parsons 8. November 2012 23:26

Social & Scientific Systems, Inc. (SSS), a longtime client of Nomadic Display Capitol, was asked to develop a 5,000-square-foot space for the Latino Caribbean Diaspora Collaborative (LCDC) in the Global Village of the 2012 International AIDS Conference, which was held in July in Washington, DC. We interviewed Beverly Valdez, Creative Director at SSS, about this remarkable space and the inspiration behind the design.

Gwen: Beverly, what were the goals and requirements for this massive exhibit?

Beverly: The LCDC members wanted to showcase the diverse HIV/AIDS community programs from five geographic regions—the Caribbean, Central America, Mexico, South America, and the United States. They wanted to establish a communal environment for attendees that would offer networking opportunities and cultivate regional cooperation. Panel discussions, speaker presentations, and special performances would take place in the space. The exhibit also would need to support videos and interactive displays.

Gwen: How were you able to blend the diverse stakeholders and activities into a unified setting?

Beverly: The LCDC proposed the theme Bridges Between Neighbors, because it suggested connection, interaction, harmony, unity, and solidarity. Then, early in the planning process, SSS surveyed members of the LCDC to solicit their vision. The design team conceived a visually stimulating space to encourage participation and interaction among diverse groups.

The design concept called for the overall space to be viewed as a community with a central plaza, reminiscent of a town center, surrounded by exhibits that functioned as “neighborhoods” for the regions, which were connected by bridges. The plaza would serve as the epicenter of the installation for sharing educational, social, cultural, and scientific events. The uncluttered atmosphere would be welcoming to visitors, offering informal seating areas such as park benches and colorful groupings of tables and chairs to foster networking.

Then, we worked with Nomadic’s design team to finalize the layout and individual exhibits for the regions to display information about their HIV/AIDS programs.

Gwen: The graphics for the exhibit are so exciting—the imagery, the vivid color palette. Tell us about the design process used by you and your team.

Beverly: The design team created a core graphic concept that would tie the neighborhoods together, yet allow individuality for each of the five geographic regions.

The arc of a bridge, symbolizing connectivity, was blended with images drawn from each region’s natural environment, architecture, people, symbols, icons, costumes, festivals, food, and textiles.

Next, we drew up a vibrant color palette representative of the rich cultures and flavors of the LCDC. Each region was assigned a dominant color scheme.

  • Hot pink embodied the bright spirit of Mexico.
  • Yellow-orange reflected the warmth and traditions characteristic of Central America.
  • Green echoed the environment of South America.
  • Turquoise blues evoked the islands of the Caribbean.
  • Red symbolized the passions and energy of U.S. Hispanic communities.

Gwen: The International AIDS Conference drew 24,000 attendees from more than 180 countries, and more than 8,000 participants visited the LCDC’s exhibit. Congratulations!

 

Why Color is so Important to Your Trade Show Display

by Kat Shea 24. October 2012 05:18

 

Although trade shows and events can appeal to all five senses, the presentation of your company, products, and brand is first communicated visually. So it's no surprise that the graphics you choose will play a critical role in attracting visitors to your display.

Color is one of the most important elements in effective design. It stimulates our brains, engages us, and influences our mood.  The use of color boosts our memory retention.  According to one study by University of Loyola, color increases brand recognition by up to eighty percent. Color even influences our purchase decisions. 

So, given that the right color choices are essential, what colors should you use for your trade show display?  

The natural place to start is with your corporate colors, of course.  After those are taken into consideration, the next step is to look at how different color schemes may be utilized throughout your exhibit design. This can be helpful when selecting flooring colors, laminated surface colors for counters, or even booth furniture such as sofas or bistro tables and chairs.

Work with your designer to explore different color groupings that will maximize the appeal of your display. Using a twelve-part color wheel, locate your corporate colors. Selecting colors adjacent to your corporate colors will create an analogous color scheme. While one color may dominate, using the colors next to each other creates a harmonious grouping for a serene, comfortable design aesthetic. 

On the other hand, if you select colors directly opposite your corporate colors on the color wheel, you will end up with a complementary color scheme.  The benefit of this option is that opposing colors often create maximum contrast, which creates a vibrant aesthetic.

A third option is the triadic color scheme, where you select colors evenly spaced around the color wheel.  For this type of scheme, you should choose one color as the dominant one, and let the other two serve as accents.

Color is a powerful tool when it comes to display graphics. What are some of the fun ways you’ve incorporated color into your trade show display?

 




 

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5 Ways to Make Your Banner Stand Dazzle Part I

by Kat Shea 14. June 2011 18:24

Banner stands are an ultra portable, cost efficient complement to your corporate events, mobile marketing and trade show line up. Built for convenience and speed, when used creatively, banner stands can be your exhibiting co pilot. Below are some Show Smart ways that banner stands can liven up your face-to-face marketing mix.

Banner stands can be used:

1) As directional signage to guide attendees to your location or areas within your booth space
2) As a platform for QR codes: passersby can scan with their phone and be redirected to your corporate website for: special offers, event registration, or information on your products and services
3) To acknowledge sponsors or to promote your own sponsorships
4) To spotlight your event agenda for registered guests
5) As a portable brand stand for recruiting events, lobbies, retail point-of-sale and so much more!!

These super compact solutions are ideal for taking on the road where ever your marketing needs may lead you.  They're lightweight, retractable for the fast set-up and take down, and can accommodate inkjet or fabric graphic panels on one or two sides.

So get the show on the road today and request a quote for your very own brand stand

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Is Your Pop Up Display Picture Perfect?

by Kat Shea 9. June 2011 18:37


As pop up displays continue to defy their very name and nature with custom enhancements such as: wide screen monitors, cascading product shelves, lockable storage units and semi private meeting areas, your presentation options seem to go on for miles. Although pop ups can get you the visual “Oomph” you need, treatment of visual elements in a pop up display are somewhat different than a full blown custom modular. So, follow our show smart tips for having an outSTANDing pop up display.

Know your real estate
With a pop up display you’re working with significantly less visual real estate to communicate your brand and services than in a full blown custom modular.  You have to be more selective of the messaging that you are using and maximize the little space that you have.

Keep it clean
Since you’re working with smaller amounts of hardware and graphics than a custom modular unit, maintaining your presentation is essential to your audience’s perception of your brand. Wrinkled or dingy trade show display graphics will show and tell your brand in a bad light. So, Show Smart and switch out your trade show booth graphics from show to show so that it gives you ample time to perform any repairs or maintenance. Make sure to always bring a hand held steamer and cleaning supplies for un expected hiccups during set up. 

Watch For Wordiness
Although communicating your value proposition is important to letting prospects know what services/products your company provides, anything that takes longer than 3 seconds to read is simply TOO long.  You want to be able to captivate your audience in 2-3 seconds using one seamless power packed presentation. Make sure that your messaging has corresponding graphics to ensure your pop up isn’t too copy heavy. 

Stay Solid
While stylistically, transparent typeface paired with bold print can add dimension to your messaging and graphics, it’s challenging to see from a far and can overwhelm your viewers. A general rule of thumb taken straight from our free white paper, Graphics that Work, is that you should place your text on a contrasting back ground that’s not too busy.

Picture perfect
In the world of exhibit design, less is more. Cluttering up your pop up with unnecessary imagery that you think will draw attendees to your trade show booth, will do the exact opposite, and send prospects straight to your competitors.

Be Stand Offish
Actually, stand off trade show graphics can give your pop up display just the added lift and dimension that it needs. You can also switch the order of the stand off graphics from show to show or even replace them with different stand offs to accommodate your campaigns. 

Download our corporate brochure today to see how we can make your display picture perfect.

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Nomadic's Backdrop, Fit For The Queen

by Kat Shea 7. June 2011 18:27

Britain's Queen Elizabeth graciously accepted an invitation to visit the Republic of Ireland from its President, Mary McAleese. The 85 year old Queen was the FIRST British Monarch to visit Ireland in over a CENTURY.  Her landmark visit included a stop at the infamous Croke Park stadium in Dublin.  Accompanied by her husband, Prince Philip, the Duke of Edinburgh, The Queen received a gift from the President of the Gaelic Athletic Association (GAA), Christy Cooney.  The GAA oversees the national sport of Ireland: Hurling, which dates back over 3,000 years.  Hurling combines skills from baseball, lacrosse and field hockey into one action packed sport.  The Queen graciously accepted hallmarks of Gaelic sport: a stick called a hurley and a ball called a sliotar.

This once in a life time event called for the historic presentation to be set against none other than a Nomadic Display.  The vibrant GAA set design, seen by millions of viewers featured an intricate logo accentuated by luminous yellow light.  Another example of how Nomadic displays go b-e-y-o-n-d just trade shows to provide branded platforms for special events. Visit our entertainment gallery to see other high profile clients that have used Nomadic mobile presentations at live events. 

Never seen Hurling in action? check out this action packed video below

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Take Your Brand SKY HIGH with These Suspended Sensations

by Kat Shea 2. June 2011 18:25

With the economy on the upswing and show floors flourishing, reporting record registration levels, NOW is the time to invest in a suspended fabric structure that’ll get you the added visibility you need to OUT SHOW your competition. Vince Alberta, VP of The Las Vegas Convention Center and Visitors Authority, reports a recent surge in suspended fabric displays from years past. Exhibitors are loosening their purse strings and opening their minds to these floating graphic phenomena. Before you whole heartedly invest in a Fabric structure, we’ve outlined the good, the bad and the ugly.

The Good                        
These suspended sensations are hung sky high and therefore guaranteed to elevate your visibility from the show floor to drive traffic to your booth.

Fabric structures will also:

  • Save you TONS on Shipping – because they consist of lightweight aluminum structures and printed fabric which dismantle and pack compactly. 
  • Evolve based on your display needs – fabric structures can also accommodate layered graphic signage for dramatic effect or target messages to specific audiences.
  • Let you outshine your competition –lighting draws visitors like moths to a flame so add backlighting to your fabric structure.
  • Are rentable – so try before you buy, request a quote here.

The Bad and The Ugly on Rigging
Suspended structures exceeding 20lbs require a chain motor truss for installation.  So rigging your fabric structure can be expensive depending on its overall weight, number of pick points and complexity.

  • Most rigging services require submission of a diagram 21 days prior to the show set up so that the designated show engineer can approve your specs and requirements. Onsite rigging is typically at least 30% more than the early bird rate.
  • Fabric structures are usually allowed only with peninsula and island booth spaces so check the rules and regulations in your show services manual for details.

Rigging sound like a headache to you? Check out some of our Stand Apart Fabric solutions that elimate the need for rigging
 
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