Exhibitor Marketing & Training eBooks & Videos!

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This DVD/CD combo is enthusiastically used by many top exhibiting Teams before every Show they do. It is a fast-paced summary of vital actions & attitudes - & examples of things NOT to do too.  It will make your shows enjoyable & successful & inspire your Team.  The scenes were shot in the USA, Europe, Asia & Australia so you'll readily appreciate why we say that exhibiting really is universal. Available in PAL & NTSC & unlocked for viewing anywhere.   51 minutes

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12 EASY Steps to Successful Exhibiting

Here it is! The Swiss Army knife of systematic exhibiting!  A concise summary of proven, effective tips, ideas & strategies for exhibiting anywhere at any Show.  The "12 Steps" summarize concepts from our eBooks - so when you need greater detail, depth & even more ideas in a given area you can simply download that eBook (eg "Design Compelling Expo Goals").

It's quick, authoritative, solid content in an easy-to-print format for constant reference & guidance. When you follow the steps in this eBook you WILL be highly successful at every show you ever do!   30 pages!

Design Compelling Expo Goals: Anchor Your Exhibiting Success!

It's important to carefully set Objectives when you exhibit. Research reveals that most exhibitors don't set exhibiting goals. Of the few that DO, many forget them in the rush of the show! This "problem" is YOUR cross-dressed Opportunity! USE it to catapult ahead of competitors! Share 5 critical (& easy) steps to set your Goals & ensure that every Team member locks them in! Share why your Objectives are the basis to measuring & proving your show's value.  Use that to increase your Return On Investment (ROI).   21 pages

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Integrate Your Pre-Show Marketing: Get HUGE Results!

Promoting your exhibit before the show has a massive, positive impact on your exhibiting results. This eBook shows how to do it very easily by integrating your existing promotions & many day-to-day activities into a very powerful pre-show marketing tool.  A very welcome "side benefit" is the long-term focus these activities build - "show time" never sneaks up on you! Most of the ideas cost you almost nothing & take virtually no effort either!  Yet at show time, visitors - especially your Target Market - will certainly come looking for you!  This module one of the most powerful in terms of attracting your key audience.   35 pages

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Exhibit to Your Target Market: Focus on Your Best Prospects!

Be highly specific about who you really want to attract at your Shows.  "Everyone" is almost always too broad making every part of the exhibiting experience far too hard! Be clear on your Target Market, know their attributes & how you can help them with what you offer.  This eBook works through the process.  It explores the exciting concept of "personas" to make your Target Market alive, personal & highly recognizable.  "Target Market" impacts every part of your exhibit, from design, promotions, staff projection & how you zone in on exactly who will yield you your very best outcomes.  

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Which is the Best Show for You? Your Selection Checklist...

It's easy to exhibit at the wrong show... And just as easy to get it right! We discuss Trade v Consumer Shows & several ways to be SURE your Target Market is there - independently of the Show Organizer's projected demographics.  There's a tool to calculate your "Potential Audience" (how MANY of your Targets will be there) & a timely discussion on the show's "financial health". We'll discuss "virtual shows" too.  This single module could save you years of trial & error & a lot of money too!  

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Where's the Best Spot For Your Exhibit? How Do You Secure It?

There are few more contentious topics than "good spots" & "bad spots" at exhibitions! Poor results are often blamed on the poor location of the booth. We'll objectively check the "research" then set about making silk purses out of sows ears! We'll look at entrances, main aisles, obstructions (eg roof supports), facilities (food, restrooms), intrusive neighbours, corner locations & more. We'll discuss how to prevent being unilaterally moved by the Show Organizer & suggest a great location if you need to vacate quickly after the show.  This eBook should set your mind at rest over "location".  

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Every Show has a range of marketing opportunities for exhibitors to use to hugely enhance their impact. Access to editorial, seminar delivery, inclusion in media buys, matchmaking programs, awards (like "Best of Show"), hospitality functions & more.  Most are dominated by a few savvy exhibitors. We'll explore these & construct a checklist so YOU will be one of those savvy exhibitors! We'll consider opportunities such as cross-promotion & set-up & breakdown practices that will significantly assist you.  We'll convert the under-read "Exhibitor Manual" into "The File" - an extremely useful & USED tool!

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One of the greatest expenses & headaches of the exhibiting process is designing & building a "winning exhibit" (booth, stand).  This module makes that process cost effective, a joy to create & ensures that when your Target Market spots your exhibit they will swoop on you! Let's discover the "Three Big Things" in exhibit design & how to use color, lighting, signage, the five "senses" & sheer innovation to draw your audience in! We'll discuss a few "don't" too like creating barriers that lock people out.  This module will save you time & money & make your job a pleasure!  

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Exhibit staff training determines whether your show is a stunning success or a destructive disaster.  Your Team want to do an excellent job - when they know how!  This eBook shows how to develop yourself & your Team.  We discuss the "Show personality" required & how to develop that, how to become motivated & retain enthusiasm & how to develop high synergy with visitors.  We'll explore where to find great booth staff through your organization, amongst your best Customers & even including your suppliers!  We'll discuss "meeters & greeters", show briefings & Team nurturing too.

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Trade shows (& consumer shows too) are famous for their parties! This eBook reveals opportunities to network & win friendly leads in this important & pleasant second tier of exhibition marketing.  Know exactly what you want to achieve. What is your "pick-up line" & who you want to spend your valuable time with?  Prepare your "networking kit".  Develop ALL networking opportunities - pre-show functions, awards ceremonies, dinners, exhibitor evenings, in exhibitor lounges, during build-up. We'll discuss "party etiquette" too because for all the positive side, there is a dark side! 

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How do you stop passing booth traffic to deliver your message?  While there are many ways, they have to be the RIGHT people!  Your Target Market!  This eBook examines passive & active ways to stop these valuable people.  Your exhibit message, brand recognition, crowd creation, demonstrations, giveaways - all are discussed. Staff body language is critical ("down in the mouth", "keep your chin up").  Should you approach people? We answer that!  If so, what should you say?  We'll spend time on "open ended qualifying questions" designed to instantly reveal your Target Market!  

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Accurate & acute senses are needed to handle exhibit traffic well.  42% of attendees say that staff don't understand them, missing the point of their enquiries & buying signals. We'll discuss listening skills including less talking & more note taking so the visitor feels heard & understood while you & your Team determine what course of action will yield mutual delight. "Alternate questions" for steering conversations & the "and technique" for softening questions are covered. We'll examine "non-verbal communications, handling aggressive visitors & how to close conversations down. 

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Most trade show exhibitors consider lead collection to be important.  Yet 80% of leads are never followed up!  This eBook examines the reasons for this & how to fix this awful statistic - unleashing truly exciting opportunities for you!  Trade show leads are sometimes considered poor quality & this is often true. This eBook will abruptly change that so that your leads will be hot, targeted, categorized & extremely valuable!  We'll discuss electronic lead trackers too - are they really worth the money & what are the viable alternatives?  

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It is tremendously important to measure your exhibiting results. This eBook measures your show's success through various metrics.  Return On Investment (ROI), Lifetime Value of Leads, Return on Objectives (ROO), number of leads collected by categories, sales achieved, number of impressions & more! You can measure subjective values too such as how you felt about the show & how it impacted your brand.  This eBook could save your program as you & Management see what value it has on your bottom line" & stated Objectives. 

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The period immediately after the Show is rich with critical & vibrant opportunities. Yet it's also when most ex-exhibitors scramble to catch up on delayed tasks or take a well-earned break. We examine how to leapfrog competitors, re-position extremely well for the coming period & set yourself up for your NEXT show! You'll receive a check-list to tick these off.  We'll continue our discussion on Lead Follow-up as it is here that the lead process really fails - yet our powerful & simple strategies turn this into a remarkable opportunity. 

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Exhibiting can be a black hole for your marketing budget.  Yet cost busting must be done with care so fat is reduced while results-yielding aspects are protected & enhanced. We'll discuss why reducing the size of your exhibit is probably a bad idea, as is sharing a booth - both popular ways to "cut back".  Budgeting is healthy & good practice in all economic times. We'll work through a "health check-list" including booth-building, pre-& at-show promotion, staffing, travel, accommodation, avoiding bad shows & much more!

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