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Tips for Generating
Exhibit Booth Sales

  1. Review previous Exhibitor Solicitation programs to discuss what worked/did not work in the past.

  2. Examine your prospective Exhibitor Database for accuracy of address, telephone (800 Numbers, whenever possible), FAX numbers, E-mail address, and contact names/titles.

  3. Become extremely familiar with the necessary facts on your show (attendee/exhibitor demographics, types of exhibiting companies, number of past attendees, number of exhibit booths in past & expected).

  4. Insure that your sales staff is fluent with your exhibit space policies and directives (Exhibit space rental fees, discounting and complimentary policies, required Exhibitor Contracts, set-up/tear-down procedures, drayage/electric/shipping information sheets, show sponsorships, seminar request forms, and other relevant printed materials).

  5. Prepare timeline of action steps to produce Exhibit Space rental results.

  6. Consult with Association Director, Exhibit Committee/Committee Chair on trade show theme. Design Exhibitor interest flyer, postcard, magazine insertion, announcing Trade Show Date. Arrange to have information printed and prepared for mailing, broadcast FAX, E-mail distribution.

  7. Mass Mailing to past exhibitors and prospects form existing lists and newly created prospects.

  8. Produce Exhibitor Sales Prospectus Kit and flexible floor plan.

  9. Produce specialized Exhibit Fax Cover Sheet.

  10. Prepare a personalized letter from Association Director, President of Convention Chair mailed out, first class, to previous exhibitors requesting their participation.

  11. FAX all previous exhibitors a Floorplan, prior to the general Exhibit Prospectus Mailing, asking them to put a hold on their preferred exhibit space. This serves as an opportunity to reward them for past support, letting them choose space before it goes out for general sale.

  12. Profile Association membership as to business types and volumes, to specify types of Exhibits to solicit.

  13. Request that membership call their suppliers and "strongly" encourage them to take exhibit space in your show.

  14. Add to existing database by contacting allied associations, key business representatives and securing directories, magazines, lists.

  15. Offer incentives to Existing Exhibitors to bring in additional vendors.

  16. Offer incentives to Membership to bring in additional exhibitors.

  17. Have Association members supply business cards of potential exhibitors.

  18. Survey your competition, visiting industry trade shows, both related and unrelated, for potential vendors.

  19. Conduct Extensive Bulk mail - first class mail campaigns.

  20. Phone calls... fax campaigns... E-mail.

SELL - SELL - SELL

The greater the effort - the more success you will have!!!