Sounds like you had a great show - good tips!

Renee, you're right about not putting too much money into giveaways.  Many folks will take pad, pens, etc., just to use them - without any intention of ever reading or calling the business imprinted on the promotional item.

Thank you SO MUCH for taking time out of your busy life to write this.  I found it to be so helpful.  I will definately remember all of your pointers.  Wishing you continued luck at the shows!  p.s. I emailed you for some more info.  :-)  Do you ever do any of the Home & Garden Shows?

Renee,

Having been to dozens of trade shows over the years as both an exhibiter and attendee, I can attest the popularity of takeaways. The more versatile, the better - tape measures, paper clips, yellow or other colored highlighters, stress reducers (nerf toys), etc. They don't have to be expensive but they shouldn't look like junk either. People often will associate the "neat stuff" with where they got it, so in that sense it's important.

Steve

This is great...the bottom line is that it is all about the networking.  Limited giveaways are OK, but it all is about the lead into the networking.

Thanks for the great advice, I haven't participated in a trade show yet, but I'm hanging on to this blog for reference when I do. I appreciate that youv'e shared your expertise with us.

David & Lisa:  It is all about networking the correct way

Brain:  Glad you agree  

Interesting point Steve:  Honestly with the dozens and dozens of shows I've attended...I only have one trade show item left and it  is about 20 years old...a rubber jar opener. I can hardly believe it still works!  I only have it because the gentlemen who handed it to me gave me some incredible advice once.  He said it is pronounced REAL TOUR not REAL A TUR!!!!!!!!!!    I was in awe of him at the time because he was a "BIG" REAL TOUR in my community and he took the time to speak to me   I was selling advertising and said REAL A TUR!!!!   Lesson learned and a great network experience

Larry:  Right on...bottom line NETWORKING, showing you are a professional, exposure for your company in a different venue.

Thank you Penny.  I loved working those trade shows and know how important they are still...  and the IMAGE you portray is vital to the growth of your business.

Sandy.  As a matter of fact I did the Myrtle Beach Home Show where I presented a seminar I called "If Walls Could Talk"  and recently exhibited at the Savannah Home Show where we were given a 20' x 40' booth.  It was a tremendous amount of work but it was our goal to show a Before and After Room up close and personal....It created quite a bit of conversation...AND we won for "Most Beautiful" Booth!!!!!!  Find, however you get more color consults and redesigns than staging.  Also, if you sell any products...that's probably the venue.  I cleaned up on my set n match rulers....They were flying out the door.

Renee- thank you for this post- It couldnt have come at a better time!

Happy to help Marci.  will you be exhibiting soon?

Renee,

Great tips and ideas.  As you know I am attending the Colorado Realtor RAlly next month.  I am sharing the booth with 5 other area IRIS stagers.  We have created a banner that says "Stage It and Mark It Sold" which we all will chip in for.  Then any one of us can use it at future events and shows.  Do you have any advise for how we should split up the time in and around the booth?  We plan on Staging it and each of us will promote our own company with marketing materials. 

When push comes to shove, what is your opinion on splitting up the leads.  We thought by our physical location...  We are all going to dress alike and wear badge that re-states our banner's motto...

 Just looking for your advise.  I believe that this year the rally will have many home stagers and we want to stand out and be remembered.

Thanks ahead of time

Renee, I'm attending/participating in my first realtors' rally this week, and you've confirmed my thoughts and ideas and taught me a few things as well. Thanks very much for the timely post!

I have an opportunity to attend a Real Estate Expo as an exhibitor and I would like to know your thoughts as to the cost/benefit of being an exhibitor.  This is not a trade show but more of an expo where we southerners go up north and tout our location to would-be relocators.

Hi Diane:

Great that you are creating a reusable banner.  Try to blow up before and afters...attendees love to compare.  I have one before and after that has become a running commentary everywhere we go...The before is a bedroom with pink and blue...the after an update look.  There is at least one at every show that says they don't understand why we changed it!

I don't know how many Realtors attend but my suggestion just like when I was in sales if we talked to them, we would somehow indicate it on the business card or form they filled out so that we knew who should follow up the lead.  Also, very similar when I worked in a model home and you got your "up" that would be your lead to follow.  In the good ol days when folks were  flocking and buying, if we didn't have the "up" system with a log and some indication of what they wanted we would never remember who was whos lead and what we should follow up on!

Another thing, as a courtesy, if a Realtor specifically asks for a work mate you try to find them...or gather the info for them.

Also think...especially if it is a very long show and if you only have say an 8 x 10 space.  Schedule 30 minute intervals without ALL five being there all the time.  Go network with other business owners or Realtors you may know.  Sometimes it makes the attendee keep walking especially if you're all standing there WAITING or worse...we tend to start chatting to our workmates about other things and not focusing on the "potential" business waiting for you.

Let me know if there is anything else you need.  How are you hanging the banner?

Marci:  Good luck...remember wear comfortable shoes!!!!!!!

Jon:  It is a...great opportunity to see those yankees (I'm allowed to say that...I'm one but live in the south)   face to face! 

But, don't stop there...once you've made contact...KEEP in contact.  Have a schedule and mail them something from the south a post card, a picture of the ocean or golf course, Also... this is where I recommend promotional items)  Send a seashell (if youre near a beach) with a note about the casual, cordial southern lifestyle,  Send some tea bags and sugar so they can start practicing making "Sweet Tea"  or  I found the cutest Tea bags with golf Tees to spark living by a golf course...if that is where you are!  

When it comes time to buy in the south...who do you think they will choose?  YOU...You have created TOMA  Top of Mind Awareness AND they "feel" like they know you....while this is my phylosophy and I have been instituting it since I started in sales many years ago....the keynote speaker at the event today, Gee Dunsten also touched on staying in touch!!!!!!! 

Renee- Tanya and I are doing ours on Feb 25th!  I'm really worried now! 

Are you kidding.  I read your blogs.  You both have a great sense of humor.... play off  that.  Enjoy yourself.  You understand your craft of staging inside and out .  You are going to WOW them. 

If you haven't done so yet, get your before and afters blown up.  If you have a table top, stand in front of the table...really beside it.  Use easels if you don't have someting that you can attach the photos to. 

I admit that sometimes they kinda cram you behind a table...because the space is small...but you're creative...I've seen your work.  When I have a table.  I use boxes, lifts...cover it with fabric so that it is appealijg like when you're creating a mantel..or bookcase....you know the flow that makes your eye move....put little props... a big hit is my fake martini with olive....I use my laptop and loop a presentation I did about my company...I usually cover the keyboard with cloth to and have it at eye lever for people to watch....I'm telling you people LOVE the before and afters!

Renee,

You're right about sitting, especially behind the table.  Definitely doesn't show that you're open to contact.  

All the best,

Audrey 

Renee: Thanks for all the wonderful tips. I have not done a trade show, but am seriously considering it. And now I feel like I will be prepared.

WHAT A TIMELY POST! I'm doing a Home Show booth in a couple of weeks and you've reminded me of things I've done in the past as well as things I plan to do better this time around. Thanks!

Great timing!!! I'm doing a trade show this weekend & could use help!! :o)

Our initial thoughts were to give the world away in the form of keychains, etc...but you're exactly right - people with take, take, take with no intent on following up. Thanks!!

Michelle:  Trade shows are a great way to network and "show off" your company and services.  Good Luck

Janis:  Sounds like you may be a "vet"....I've lost count on how many I've done but you never stop improving, tweaking the way you do things EXCEPT the basics of Trade Show Etiquette even after 20+ years!

Good luck Josh.  I'm not trying to put the seller of promotional items out of business because I truly believe in using them...but not in a "mass" trade show setting.  You could give them if the attendee signs up for something or makes an appointment....but at .50 + up per piece and that's if you buy in the 1,000's plus shipping, plus set-up....adds up quickly.

Unless you know the item  will be something that can be used over and over again, makes a statement...helps put you above the "rest"...exchange the $ on promotions for showing a winning smile, knowlege about your product and willingness to share your expertise to get the appointment...and follow up that's what will really make your tradeshow experience positive and beneficial. 

Excellent post, Renee! 

I too have an extensive background in producing exhibits and live tradeshow presentations. In fact, I still do it for a few companies. And it's a whole different world.

People also need to remember, when they're exhibiting, they are vying for people's limited time. So, their competition isn't just others in the same line of work - it's everyone else on the show-floor.

Again, great information!

Renee, Thank you for this fabulous information! You are bookmarked. It occurs to me that you may need a vacation in the great southwest. You can come help me get all these thoughts, ideas and principles put together and make them usable for any shows I do in the future. I have never thought of these shows as active marketing but rather passive marketing -- you have changed my mind! Thanks! 

Good tips here Renee!  Years ago, I was a member of a National Convention Corporate Sales team and flew all over the US 'representing' at larger-scale conventions.  Your advice was perfect!  Professional attire, no sitting, comfy shoes, etc..you hit all the major points to remember. 

For our industry--the blown up befores and afters are really fun for the attendees to see! I think Kinkos can do this for photos on foam-core board. Make sure you have proper attachments to hang the boards as well...often you only have a loose curtain which serves as your 'wall'. I am working with one of my contractors (cabinet company) and helping him to design his booth and explaining what works etc....how to differentiate his from others....BTW-his location is great!  Content and buzz helps!!  People LOVE befores and afters with profound differences! 

Making sure you have an area for people to 'enter' into your space is important.  If you stand behind a table the whole time, there is a perceived 'barrier' and it is like having an invisible wall between you and the potential customer.  Giveaways are great!  Even cheap bright-colored pens will be around a home long after the papers are forgotten.  There are companies which will make items with your logo on them by the hundreds and thousands...just google for them!  I like to hand-deliver them to each person (that way, people don't just come and swipe 20 at a time!)!!

Lastly, if you want to build a potential database of people to followup with, give-a-way a large wine-food basket from COSTCO or SAMS.  A cheap ipod or something of that nature will have people filling out entry cards with information.  Gift wrap a medium-sized box in a solid color--silver or gold, and have pens available to fill out the pieces of paper to enter. A winner is officially chosen after the convention closes etc...and you have email addys or phone numbers you can follow-up with!  Those conventions are not inexpensive  (meaning-booths cost some $$$) so you want to create as much 'return' as you can for that booth fee.

PS-I liked your 'bag' idea....perfect for a 'first-see booth' and the name will be all over the place for the whole weekend!!  Thanks again! 

Regards-Kathleen G

PS-What has been your response-return for your money after your latest convention Renee??  Was it worth it? Your booths were big and looked great....I hope you were able to acquire a few clients for your efforts!

Renee, I'm doing a trade show next month.  I have a corner booth - it's to the left of the entrance though instead of the right - oh well, I'll have to keep that in mind for the future.  The show runs for 3 days - my feet are aching already just thinking about it.  I really appreciate your great tips, especially the one about standing and not sitting.  That really makes a lot of sense - I thank you, but I'm not sure my feet will  :-) 

Hey Charlene...Your position at the ENTRANCE is fantastic!!  Make sure your booth has BRIGHT color....anything which will draw the eye to your booth as it screams 'something exciting is at this booth'.  Bunches of red balloons....like four bouquets (depending on booth size).  People will be drawn to your booth just out of curiousity...and voila, I bet you will do just great!  Good luck!  Regards-Kathleen G

Thanks so much Kathleen!  There are 2 entrances into the convention centre.  I'm at the left entrance but one aisle over.  Unfortunately I'm not located right where you walk in, but its a 10 x 10 corner booth so if I follow your advice, I'll hopefully be seen.  The home decor stage where HGTV will be presenting is on the left side of the room as well, so I think there will be a lot of traffic.  I'm far enough away from the stage though that the feature shows won't distract people from seeing my booth (hopefully).  I love your ideas, thanks for taking the time to give me some tips!

Thanks Renee, I am doing my first tradeshow in May.  I'll need all the help, I can get.

Renee,Thanks for all the tips, I am doing a trade show with a friend that owns a magazine and I am just along for the ride on this one, but plan to get some leads as it will be a home builders show...thanks for sharing !!

Renee

We recently had a trade show that our office participated in. The Broker left it up to the agents to decide what they wanted to do. Non of the women in the office wanted to make it a team effort just give away their personal items with their names on it. The men in the office purchased a bunch of Suduko machines and had a raffle.

The women were happy they were able to give away their pens and pads, the guys were happy to walk away with a fist full of qualified leads.

Renee - This post is GREAT!  In addition to the great recommendations you've given in the body of the post, the recommendations you've given in the comments are A+!! 

The first trade show I did in Austin was in 2000.  I under estimated the support I would need at the booth and because of it ended up having potential clients leave when they couldn't get attention quickly enough.  When folks see lots of other people at a booth they want to know what the hullabaloo is all about and they'll head that way too...be prepared.  Lesson learned and never forgotten.

Jackie

Michael:  You are so right about "vying" for their attention.  I may be off by a few seconds but I believe it is about 4 magic seconds to get their attention.

Yvonne:  I love Arizona... tell me what flight to catch :)

Kathleen: Since we both had been in the exhibit industry, I don't think it is a coincidence that we are both in staging do you?  Setting the scene was what we were about in the exhibit industry!   Nice to meet you.  Great tips too!  One thing I did not mention.  As sponsor of the bags, our logo was on a board as you walked in...guess what---It was not large maybe 3-4 inches wide and about five inches tall...it leapt off the board because my corporate colors are olive green,  orange and a blue!  While sometimes I wish it was soft colors and curvy...I knew all too well that from a distance, on the back of my car, on my business cards...I NEEDED IT TO BE COLORFUL with a font you could read...it was a true test that colorful worked!

Charlene: Kathleen is right...see my message to her about my logo...

Karen:  Good luck.  At least you know what to expect.  It can be a shock to people who have never worked one.

Mary Lou:  Really the pressure is off of you...that's great you will be able to critique without blaming yourself :)  I still do...  If I only would have...  I could've, shoul've...you know

Gary:  What a great story and so true!  Congratulations...how did the leads go?

Jackie:  That's true the commotion statement.  On the other hand, sometimes the shows are so grueling that if you have a large  team it is best to break it up and do intervals so you don't burn out so quickly and everyone stays fresh.  But it would be an interesting experiment to come back together as a group every so often to see if you gather another crowd!!  ANYONE OUT THERE WILLING TO TRY????

Renee, I've never done a trade show on my own, but set up plenty of them for past employers.  They are all you said, and more.  Location is an integral key also.  As an attendee I do what most everyone does.  I load up on all the free stuff, marketing materials included, then go home and toss it all out.  I think people take that stuff to be polite.  At least I do.  And last but not least, dressing professionally is key.  The one thing I would not like to see the people manning the booth wear is a NOSE RING!  How gauche?!

Thanks renee! Love the comments and suggestions. I really like the idea about not being behind the table, and the truth about give aways!

Donna 

Terry...so right about loading up...I've done it, you say you've done it and like I said earlier...a lady reached around the bowl behind a frame to get a pen...guess she saw everyone wondering why?  Finally, someone offered it to her...too funny!

Donna.  Great...now go get a booth.  Try it.  It helps brand your company.

I have REALLY enjoyed reading everyone's comments. My first event is tomorrow, and I've been stressing over how to do it, what to do, and arrange everything. After reading all the comments I finally figured out what I'm going to do and how it's going to look. Thank you, everyone for all the helpful information!

Roberta:  Good luck tomorrow.  Don't be intimidated and have fun!

Hello Renee....looks like your post was PERFECT timing for many!  Wonderful!  Thankfully, my corporate company paid to have the booths erected and marketing materials set-up (etc...) before I arrived all dressed-up for the masses!!  : )   Unfortunately, there was no getting around the sore legs and feet by the end of the day...other than lots of Advil and cold ice buckets at night!! 

***One last thing...we did not eat or leave our drinks out in a visible place.  I would hide a bottle of water under a tablecloth or off to the side in back.  People tend to not want to interrupt someone who is eating and it just doesn't look so good.  Eating a mint is fine....though chewing gum is not.  (Just picture Britney Spears in her interviews chomping away at her chewing gum...it is not the more polished look to present!)  I wish I could come help you all!!  Good Luck!  Regards-Kathleen G 

Renee, thank you for sharing your tips don'ts with us.  I will be doing a mini trade show just for our local realtors association in April.  About 350 realtors usually attend.  So you have given me a head start.  thanks once again. Great Post.

Renee,  You are so right on with each.. However, I need to address this issue of candles please. I am from teh Midwest and over the last several years we have had sellers lighting candles in the house for showings. While waiting for the real estate professional to show for a showing the houses caught on fire. Not every agent can get to every showing. If the client wants to sign a contract that is what we will do, and I will follow up with the agent at a later time. I really believe candles are offensive to the senses of potential buyers as well as the negative response; what are they covering up? I personally love candles, yet burn the wick and blow them out.. Great accessories, yet should not be functional.. I appreciate your input on the trade shows, NAR was fantastic this year!

Hi Jackie:  You are absolutely right about the candles...don't worry we would not have them lit just there to create ambiance.  Funny you should talk about lighting the candle just for the wick to have a use look.  I learned early in my staging business to do just that!  I was told it brought good luck...you know everytime we did it the house sold...I have been so busy lately....I'm running out today to make sure ALL my staged homes have at least one candle wick slightly used!

I also wholeheartedly agree about the odor.  I actually start feeling sick with some of the strong smells of candles and my eyes start to burn.  I remember it being a sore spot when I worked in a model home with someone who felt opposite of me!

Renee,

Great tips and insights!  Isn't it amazing all the things we learn through Trade Shows?   It is important to be available to ask and listen to those coming to these Trade Shows.  I have also learned the hard way not to give everything away, especially your give aways.  Love the idea about giving the bags away with your logo on it.  I will use that next time.  I could not agree with you more about having your booth reflect what you are selling.  And using pictures is great to have them enlarged for people to see your work.  A picture is Worth a thousand words that will speak volumees  to people.  Thanks for sharing!

Renee,
I can use this information.  I have a trade show coming up in 6 weeks. AJ

Hi everyone.

I've been away dealing with the life of a business owner...

Thank you for all your remarks.  I'm serious when I say, if you need some tips feel free to e-mail me.  I know how important a Trade Show can be!  I t not only helps make you visible to more folks but even a small conversation with an attendee can lead to big business!

Has anyone attened a trade show lately?  Any good tips?