| “Drive thy business or it will drive thee.”
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Benjamin Franklin |
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| Betty Campbell Returns to Industry! |
We finally GOT HER! Absolute Exhibits is happy to announce that Betty Campbell formerly of Exibit Las Vegas has joined our company’s offices in Las Vegas. After much poking, pushing, and prodding to return to the exhibit rental business, she has joined our team. Betty set the standard for customer service in the Las Vegas exhibit industry and is once again ready to take your rental orders for Las Vegas shows. We have worked hand-in-hand with Betty for the past ten years and are very excited about her addition to Absolute Exhibits – she is truly the best of the absolute best taking care of her clients’ needs. She may be reached at 702-383-8544.
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| Attracting Attention ... it's what it's all about! |
How was your booth attendance at your last show? Are you ready to bring new life to your current exhibit? Everyone needs a facelift at sometime – maybe now is that time for you.
1. Enhance and expand your lighting. The human eye is naturally attracted to bright lights. Be the brightest on your aisle and attendees will come calling.
2. Add some color. Bright colors are pleasurable to our eyes and stimulating to our brains. Bright, rich colors presented in high contrast attract visitors to your booth.
3. Create an open environment. Eliminate all physical and psychological barriers to your booth by making it open and inviting. Move the furniture to the back and sides to create space and invite attendees in!
4. Movement. Present movement to attracts attendees’ eyes and move them toward your exhibit. Activity is a magnet for people’s attention and peaks curiosity.
5. Invent a corporate dress code. Don’t make the attendee search for your staff. Have corporate attire made so that everyone wears the same shirt, tie, scarf, vest, or jacket.
6. Go high-tech. Use all the tools at your disposal to provide information to your clients and potential customers. Use websites, email blasts, fax broadcasts, electronic product directory, weblinks, and PDA downloads. Nothing says cutting edge better than the latest technology.
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It’s time to remember why you’re in business — TO SELL! It’s time to complete the selling process by taking that final step. You must make your move and finish the sales process – or your trip to the show was for naught! Remember you don’t get anything unless you ask. What can I do to get your business? Help potential clients through the process by answering all of their questions and erasing worries. Only then do you ask the question! Be certain that you are talking to the decision maker. What would it take to get you to buy today? Be positive you are speaking with the person with the budget that can make the final decision.
Consider offering a show-only discount — clients must sign or purchase before close of show. Be certain to advertise it — and then stick to it! Then, tie an incentive to the purchase. Don’t give it away — the more they have to work for it, the more important it is.
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Offer positive assessments of your product to your competitor. Be truthful and helpful — not negative when comparing your product or service. However, be sure your communication is clear — yours is better! Determine the benefits of your product for the client and define your benefits in simple terms. A simple bulleted list of advantages, qualifications, or attributes is perfect for an exhibit. Then provide outstanding and dependable customer service. If you don’t believe in your product 100%, improve it or make something better and stand behind it no matter what. Portray your business as solid and here to stay.  Provide confirmation that you will be in business for years to come. Your exhibit should have, at the least, a solid backwall, and sturdy furniture. Pipe and drapes and a show-provided table do not depict the environment you want. And finally make paying easy. Offer the payment option your client most needs within reason. Include any credit card or transaction fees in your product cost — not as an addition dependent on the method of payment. No one likes surprises when it involves THEIR money.
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| A Note for Thought! |
Do you wait until the last minute to order show services? In the real world this might work for snapping up bargains – but not in the show world. Don’t wait until the last minute then expect the same service and price as those that planned ahead!
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7. Staff your booth with the best. You IBP Pavilion at OTC 2005, Houston, Texas ... from the Absolute Exhibits rental program Consider a small pavilion of 10-20 like-minded exhibitors to make a bold statement on the show floor - attracts allot of attention! need people willing and able to initiate conversation with anyone, answer questions about your product, and record lead information. Only send your best, happiest, and most outgoing staff — no matter what their position within the company.
Warning – don’t do everything on the list at once - try out a few ideas to see how they work
with your product and within your industry. Comfortable is the key. Your confidence and faith
in your decisions will make a difference with your staff and that potential customer.
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