When to Set Trade Show Objectives and Who Should be Doing It – Eli Logan Longview Texas

  by Eli Logan Longview Texas   It’s well established how to best set trade show objectives and why it’s important (see here, here, and here). But who should be doing it? And when? That depends on how compartmentalized the sales and marketing departments are within your organization. If marketing and sales are clearly defined …

Qualify Leads Quickly-Three Questions, 30 Seconds – Eli Logan Longview Texas

Qualify Leads Quickly-Three Questions, 30 Seconds   by Eli Logan Longview Texas   “Attendees spent an average of 9.1 hours visiting exhibits, per show, in 2012…a significant increase over the average reported in 2011.” Exhibit Surveys Inc.’s annual Trade Show Trends report shows that attendees are spending more time shopping the show floor with the …

Quick Tips- Post Show Exhibit Strategy Analysis – Eli Logan Longview Texas

Postshow Exhibit Strategy Analysis Objectives What were the primary objectives at the show?   Do you feel the objectives were achieved? Please provide examples that support your answer.     Please provide suggestions for improvement.     Leads Was the lead-collecting process (in the booth) effective?     Was the entire lead-handling process effective?   …

Quick Tips- Disengaging from Unqualified Prospects – Eli Logan Longview Texas

Disengaging from Unqualified Prospects   As important as it is to engage attendees, learning how to disengage from unqualified attendees ranks just as high. Staffers need to use the limited show time available for finding the next possible prospect, not staying in a conversation because they don’t know how to end it.   They may …

Quick Tips-Characteristics Of End Users and Customers – Eli Logan Longview Texas

Characteristics of End Users and Customers   To effectively market your products, you have to understand the characteristics of end users and customers. Make a list of what distinguishes your end users. The list will be specific to your needs, but the following are a few of questions you should certainly be able to answer: …

Conference or Exposition: Why Show Formats Should Influence Setting Trade Show Objectives- Eli Logan Longview Texas

by Eli Logan Longview Texas Conference or Exposition: Why Show Formats Should Influence Setting Trade Show Objectives  by Eli Logan Longview Texas   Last week’s post covered who should be setting trade show objectives and when they should be set. An additional factor that should influence your trade show objectives is the format of the …