9 Trade Show Tips that Don’t Sacrifice ROI

August 7, 2019

Ryan Schefke

Ryan Schefke is a dynamic presenter, results-oriented leader and hands-on Founder of Lead Liaison, provider of event lead management software. Ryan is passionate about helping companies succeed in the marketing event space. 

Trade shows are costly – there’s no way around it. They often yield great results, but the initial investment can be daunting. Renting the booth space, booking travel arrangements and lodging, and advertising attendance can all add up. 

Here are nine actionable steps that you can take to increase your success without eating into your return on investment. 

  1.  Register Early for a Good Location

The phrase “the early bird gets the worm” comes to mind. There is a lot of benefit that comes from completing your event research early and determining which shows you want to attend long before registration opens. If you’ve done the legwork and gotten any approvals needed for an event, be among the first to register. This will ensure that you get booth space in a prime location. 

  1. Visit Shows as a Guest Before Exhibiting

Keep in mind, many shows open registration during the event the year before. If you are considering exhibiting at an event, many experts recommend attending that event as a guest the year prior to get a feel for the audience, exhibitors and likelihood of your company succeeding at that event. No amount of research or investigation can account for the first-hand experience you will gain from attending.

  1. Diversify Your Booth Staff

If at all possible, try to diversify your booth staff. Include a variety of ages, genders and ethnicities. This will encourage a wider range of attendees to stop in for a conversation. According to Forbes, “Diversity brings value to a company through its connections to a broader range of customers and clients.” 

  1. Be a Speaker

Do you have someone on your team who is a great speaker? Consider having them apply to speak at the event. These types of opportunities usually do not cost the speaker anything, offer a great way to highlight your company as a thought leader and provide attendees with additional (and very memorable) value. 

  1. Make Good Use of Your “Off” Time

You know your team will be making contacts during exhibit hours, but consider having them schedule breakfast, lunch and dinner meetings to take some of those key relationships to the next level. A conversation over a meal is instantly more relaxed and can foster a higher level of trust and understanding. 

  1. Ensure Streamlined Lead Retrieval Across All Events

Trade shows and conferences usually offer clunky barcode scanners or lead capture apps with limited functionality. Instead of asking your team to familiarize themselves with new technology at each event, consider finding a single solution that you can use across all of your events. Event lead management is one of the most important parts of your trade show strategy.

  1. Collect Media Contact Info and Make Connections

The number of qualified leads collected might be your No. 1 measurement for event success but don’t forget about the value of exposure, PR and relationship building. The value is harder to track but it is equally as important. 

  1. Enlist the Help of Social Media

Make sure you find out the event hashtag and use it! During one of your team meetings prior to the event, have your team help you brainstorm 10 reasons why someone would want to stop by your booth. Then, over the course of the weeks leading up to the event, post those and include the event hashtag. During the event, “go live” with product demonstrations and selfies at your booth. Post-show, show your gratitude for the community welcoming you with open arms (and take the chance to brag a little). 

  1. Ensure Proper ROI Tracking

Make sure you have the technology in place to be able to accurately track your ROI. If you aren’t tracking that data, you will not be able to make educated decisions about your event budget going forward. This information is critical to any future event success. Find a solution that can report on who captured the most leads, average engagement score, cost per lead and more. 

 

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Overview: The award-winning Orange County Convention Center (OCCC) goes the extra mile to make every day extraordinary by offering customer service excellence and industry-leading partnerships. From their dedicated in-house Rigging team to their robust Exhibitor Services, The Center of Hospitality brings your imagination to life by helping you host unforgettable meetings and events. With more than 2 million square feet of exhibit space, world-class services and a dream destination, we are committed to making even the most ambitious conventions a reality. In October 2023, the Orange County Board of County Commissioners voted to approve allocating Tourist Development Tax funding for the $560 million Phase 5A completion of the OCCC. The Convention Way Grand Concourse project will include enhancements to the North-South Building, featuring an additional 60,000 square feet of meeting space, an 80,000- square-foot ballroom and new entry to the North-South Building along Convention Way. “We are thrilled to begin work on completing our North-South Building which will allow us to meet the growing needs of our clients,” said OCCC Executive Director Mark Tester. “As an economic driver for the community, this project will provide the Center with connectivity and meeting space to host more events and continue to infuse the local economy with new money and expanding business opportunities.” Amenities: The Center of Hospitality goes above and beyond by offering world-class customer service and industry-leading partnerships. From the largest convention center Wi-Fi network to custom LAN/WAN design, the Center takes pride in enhancing exhibitor and customer experience.  The OCCC is the exclusive provider of electricity (24-hour power at no additional cost), aerial rigging and lighting, water, natural gas and propane, compressed air, and cable TV services. Convenience The Center is at the epicenter of the destination, with an abundance of hotels, restaurants, and attractions within walking distance. Pedestrian bridges connect both buildings to more than 5,200 rooms and is within a 15-minute drive from the Orlando International Airport. The convenience of the location goes hand-in-hand with top notch service to help meet an event’s every need. Gold Key Members The OCCC’s Gold Key Members represent the best of the best when it comes to exceptional service and exclusive benefits for clients, exhibitors and guests. The Center’s Gold Key memberships with Universal Orlando Resort, SeaWorld Orlando and Walt Disney World greatly enhance meeting planner and attendee experiences offering world-renowned venues, immersive experiences and creative resources for their events. OCCC Events: This fiscal year, the OCCC is projected to host 168 events, 1.7 million attendees, and $2.9 billion in economic impact.  The Center’s top five events during their 2022-2023 fiscal year included:  AAU Jr. National Volleyball Championships 2023 200,000 Attendees $257 Million in Economic Impact MEGACON 2023 160,000 Attendees $205 Million in Economic Impact Open Championship Series 2023 69,500 Attendees $89 Million in Economic Impact Sunshine Classic 2023 42,000 Attendees $54 Million in Economic Impact Premiere Orlando 2023 42,000 Attendees $108 Million in Economic Impact