Hello! It's Bucky again! In the past I have done blogs on making a GOLF outing work for you, Open Houses work for you, then another blog on Open Houses, and have even done what I consider inspirational blogs like one on the movie WALL-E. However, today I have decided to try and help my fellow RAINERS by doing one on the dreaded "Home Improvement Show" and making it work for you! This was our booth at the Dane County Fair, and is nothing special....but please read on..
First things first, if you are going to effectively work these shows you HAVE to get a system down.
What I mean by that is that you just cannot "throw things together"..you have to have transportation available for all of the equipment, you will have to be there ON TIME for your loading & un-loading, you have to have someone in charge of materials, you have to have a good booth location based on your business, and you absolutely have to have the BOOTH MANNED with people that are FEARLESS, POSITIVE, and willing to talk to PEOPLE!!
If you do not have the things listed above...bail, and dont do it! NO booth, is better than a bad booth!
Here is a quickie list of some things to put in a rolling TUB, and we will call it your "TRADE SHOW" tub!
1. Duck Tape 2. White Christmas Lights 3. Several long extension chords 4. Several Power Strips 5. Clamp On Lamps/or lights 6. Extra Table Cloths 7. Clothes pins 8. Table Skirts & Clips 9. Velcro 10. A Tool Kit & Tons of extra BUSINESS CARDS!
Here is a Great Website to view on BOOTH ettiquete!
1. A home show normally has a "theme", so STAY with the THEME!
2. Add MUSIC to your booth! - People love this! Jazz,blues, or FUN music!
3. Add a TV in front with DVD's running on it of Disney movies, or popular kids movies like Harry Potter! - This attracts the kiddies, and obviously allows YOU to talk to the parents!
4. Dont put tables IN FRONT OF THE BOOTH for Pete's sake...make your booth inviting..put your tables on the side, or if you have racks of information..put them in the back or on the sides! This draws people INSIDE!!!
5. Have a putting contest...even THOUGH your event or company may have NOTHING to do with Golf...everyone can mini golf! Plus, to enter, you need their info right? You can rent this stuff, and trade show booth companies have all kinds of access to this stuff!
6. Give something away- I like to give away a nice Patio Set...everyone can use them, even in an apartment building...and they may be buyers someday too! Again, you get all their information for the drawing! Another idea might be a HUGE jar of GUMBALLS or something GIANT!
7. Decorate your booth based on the THEME and/or like a home! Dont JUST rely on your company SIGNS etc... Put fake ficus trees, lights, a couch, chairs,tables,lamps,....anything to set it apart! Also, CARPET IT!!! Many companies sell VERY VERY EXPENSIVE booths and design them just for YOUR company! I am not convinced this is necessary UNLESS, you have a "branding" effort working along side the show!
8. Consider hiring a Mascot from the local University and have pictures taken with the kiddies! Give these pictures away! You can add at the bottom, "Courtesy of One Source Mortgage, LLC", and it serves as a reminder of where it came from! Coordinate this effort with your other efforts to DRAW people to your booth...like any print advertising, internet, and/or radio/TV advertising! In our company case, we had Bucky Badger at our booth. We could say on the radio, come out to the "One Source Mortgage, LLC booth, and have your picture taken 
with Bucky from 1-3pm on Saturday. The Home Show actually had a Board of Events in front of the opening to the Hall, and they put these TIMES on there too!
9. Have applications ready RIGHT THERE IN THE BOOTH, and advertise that! For example, Come out to the Home Show and visit our booth, and get pre-qualifed to purchase a home RIGHT ON THE SPOT! This is easy folks with today's technology!! Talk to your Realtor/Lender Partner!
10. Have people in your "sphere of influence" work WITH YOU in your booth! Cross selling helps everyone, and allows you to split the cost with them too! Additionally, if you are a small company, this helps you MAN the booth!
All in all, these things can be a phenomonal way to solicit your business! If you are a Realtor, what better way to also showcase your listings, and Open Houses! If you are a blogger, it is a GREAT way to solicit your blog! If you are a lender, what's better than someone wanting to IMPROVE THEIR HOME in THIS economy? Nobody has piles of cash just laying around...so they WILL need SOME kind of loan!
Lastly, when you are NOT working your shift, use this opportunity to talk with OTHER show participants about "teaming up", or working together in the future! These shows not only develop business, but also new business partners!
I think this graphic from the Sales institute says it all! Closing the deal is 40% of the transaction! Hence, having a quality SYSTEM inplace, not just to get your booth going, or in dealing with the challenges a home show presents, but also to have a system for following UP WITH THE LEADS your hard work generates is critical!!
You can create all the Sales leads you want, but not following through on them, is the #1 failure by most sales teams!
************
A few words of caution also:
Try not to get caught up in the "complaining" by other booth exhibitors! This happens ALL the time! Remember, mind over matter.."I dont mind, because they don't matter".
Be careful of the other booth people wasting your time! Remember, you are here for a purpose, not to chat with your neighbor! There are breaks, and before & afters for this!
Lastly, work your staff on shorter shifts! This keeps people from getting tired, and wanting to sit down! Be up, friendly, and ready to talk!!
Thanks for reading & Keep selling!
-Darin-
As always, I welcome your concerns,comments,issues and suggestions! Darin@Osmwi.com
You can suscribe to my blog by clicking HERE, or by clicking on the ICON below!
Feel free to check out a few of my more popular blogs by clicking on the links below!
Hijacking is a NO NO! Undue Influence & the HVCC
Mortgages, so easy a Caveman can do them! HERA RULES
Open House Suggestions Open House Suggestions 2 Golf Outings Wall-E USDA Loans
What do I need for Pre-approval? Buying a Fixer Upper What is a pre approval?
What is a search & hold and why dont we use them?
"Please email me prior to linking or soliciting a product or service on my blog" - The Management
Proudly serving the entire State of Wisconsin since 2003!
Your input was critical, and I really appreciate it!
Comments(10)