5. Are there any speaking opportunities? You may want to speak, but be careful to not present a sales pitch. This is a mistake that many new exhibitors make and it will not serve them well. Perhaps you can present a case study – or better yet, have a customer present one. See if the opportunity exists to be a part of the program – even in a small way. It is another way that your prospective customers can experience you and your company.
6. Other than a booth or tabletop, do other opportunities exist for networking? If you are
spending the money and time to be at an event, try to get involved in as many networking
opportunities as possible.
7. Don’t feel that you need to spend a lot – or not go. This simply is not the case anymore. Many large companies take smaller presences at events including companies like IBM, Cisco, Microsoft and others. They have learned that bigger is not always better; it is easier to show a good return on investment when you spend less.
8. Be sure to look professional in your booth or at your tabletop. Invest in signage or a pop-up booth that is generic enough to be used repeatedly. You want to convey that your company is successful and cares about how it appears to customers.
There are many other items to consider as well. I will cover them in subsequent articles. Let me know what you think or if you have any questions by reaching out to me at christina@kentwoodpartners.com.
