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How to Get the Most Leads from NRA Show
Brian MoonVP Convention Sales & Allied Membership
April 17, 2014
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Today’s Agenda
1. Staffing Your Exhibit Space
2. Planning an Effective Exhibit Space
3. Creating Goals
4. Questions
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Center for Exhibition Industry Research
Tradeshow Average Field Sales AverageCost per lead: $212.00 Cost per lead: $308.00Cost per sale: $708.00 Cost per sale: $1,140.00
• For the past 10 years, 81-83% of attendees have buying power• Average attendee spends 9+ hours on tradeshow floor• 86% of attendees will be new prospects
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Staffing Your Exhibit Space
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Staffing Your Exhibit Space:
• Recruit the Best!
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Planning an Effective Exhibit
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Why am I attending NRA Show?
• Learn about new products
• Learn about new solutions
• How can you, your company, your products help my restaurant / foodservice operation?
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Qualify Attendees
• Keep track of time and attention
• Develop introductory and qualifying questions
• Find out if he/she is the decision maker or a purchasing influencer
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Planning an Effective Exhibit:
• In-booth engagement starts with your staff
• Use social media pre-NRA Show
• Consider in-booth contest
• Qualify attendees
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Creating Goals
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Sample goals at NRA Show
• How many attendees do you want to stop by your exhibit space?
• Collect X leads from business cards or badge scans
• Collect feedback from X number of attendees
• Are you focusing on promotion or launching a new product?
• Make X amount of sales
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Center for Exhibition Industry Research
Tradeshow Average Field Sales AverageCost per lead: $212.00 Cost per lead: $308.00Cost per sale: $708.00 Cost per sale: $1,140.00
• For the past 10 years, 81-83% of attendees have buying power• Average attendee spends 9+ hours on tradeshow floor• 86% of attendees will be new prospects
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Follow up, Follow up, Follow up
• Be memorable; continue the conversation
• Create mailing and e-mail lists
• Follow-up phone calls
• Use social media
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Creating Goals:
• Plan and create measurable goals
• Follow up
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Questions?
@NRAShowSalesGuy