Isaiah Studivent’s Post

Big tradeshows have an achilles heel. . . 🦶 Heavy traffic ≠ quality traffic Let's say you want to meet 2,000 of the 50k attendees (4%). If you have the best booth, happy hour, and swag. How many targets will you actually hit? 2,000 potential leads -600 (30% of attendees won't walk the floor) -700 (50% won't pass your booth) -350 (50% won't stop) 🎯 350 leads generated .7% ❌ 1,650 leads missed But your team HAS to hit their goal. . . So they scan people who will never convert. Despite having 2000 'leads' your sales team quickly gives up on calling. They seem to only focus on a handful of the leads generated. Your CMO calls. . . "we're never doing that event again" The old school way of finding needles in a haystack is tough. First, you have to do everything right. Second, you have to get lucky!! Moral of the story. . . don't look for a needle in a haystack, buy a giant magnet 🧲 PS: What are some magnets that have worked for you?

Setting specific objectives at your tradeshows and events is overlooked and disgustingly vital to you success... Execs and leadership are asking event marketers for business cases and roi. So how do you do this? First, you need clear and specific objectives that you know will drive the outcomes that you want. These outcomes typically produce roi, or are roi. What do objectives look like? - Collect 200 leads and 70 qualified leads - Set 30 pre show meetings/demos/appts prior arriving to show - 20 RSVP's for your VIP offsite activation - Set 10 meetings during the show for after the show - Get "x" number of people to go through our booth engagement - 10 new opps in pipeline within 30 days of show - Spend (20) 30 min meetings with current customer problem solving and listening to their feedback and needs - Increase website conversions by 20% during the show and 1 week after With clear objectives, you can set the actions and strategy to make these things happen. You don't collect 70 qualified leads without a strategy or process. These objectives, that you know will produce outcomes, are very trackable and very measurable. This is the foundation to your data and measurement. Specifically companies with longer"ish" sales cycles. Measurement and results will take time. You need to create some measurable wins right away, a.ka. objectives Something that commonly gets missed; companies design a tradeshow booth with their exhibit partner, without ever discussing these specific objectives. Talk about a huge swing and miss. Objectives is one of the pillar foundations to a great tradeshow booth design and execution. If you know the objectives you are trying to hit, a great booth design, layout and engagements can propel those efforts vs detracting from them. Set clear objectives. Ones that matter. Build a strategy and plan for executing them. ROI will become clearer, easier to measure and take care of itself.

How do you effectively follow up, post tradeshow or event? 1. During the show objective, should be to schedule meetings then and there for after the show. Create a script, an ask, or tie in an engagement so it’s easy to do so. 2. Proper qualifying. Does everyone on the team know what a qualified prospect is and how to qualify them? Have some discovery questions, and boxes to check that the team understands. Passing along 🥶 leads is the fastest way to create jadedness in sales about events. 3. Quality data in, is quality data out. Whether by hand, by software, by excel, doesn’t matter. Have a method for tracking interactions and leads. 4. Personalization. Take the time to personalize notes on leads, customers and potential opps. The more personalized notes, the more effectively and creatively you can follow up. 5. Follow up fast. Send an email same day. Something simple and just a touchpoint to remind them of the interaction and when you will follow up again. 6. If you are hosting events offsite during the event, invite quality leads and prospects to them during the event on the fly. 7. Connect your prospects and customers with resources they need. Are they trying to solve problems or need services/ products outside of what you do? Be an expert in your industry and know where to direct them and who to connect them with. Solve their problems. 8. Utilize giveaways, and engagements to create follow up after then event. It’s less salesy, and creates another touch point. 9. Big time prospect? Does your company have a podcast? Invite them on to learn more about them and extend relationship. Remember, tradehsows and events are a sales and marketing channel, not a cost of doing business. They require a strategic approach.

This is your weekend reminder that tradeshows and events are a sales & marketing channel, not a cost of doing business… What’s the big difference? Strategy, intentionality, and results. Let’s not forget customer focused. You spend $ at tradeshows and events to drive pipeline and build brand awareness. You are either doing this or you are not. You need to know through measurement. You don’t spend $ at tradeshows and events because you’ve always spent $ at them or because your competitors do. You spend $ at tradeshows and events because that specific event allows you to meaningfully engage your desired audience in person, allowing you to drive pipeline, and further company initiatives. Have a great weekend.

It's trade show season! If you're in the B2B business, you know that tradeshows are crucial for making connections and generating leads. There are a lot of ways to stand out at tradeshows, and many of them are outlined in this article. One often overlooked strategy is unique, customized apparel that actually stands out. Custom Sock Shop creates custom apparel with your marketing needs in mind. Come prepared this tradeshow season and work with us! #Branding #B2B #TradeshowApparel #CustomSocks #MarketingTechniques 

“This is the future of sales to "not miss" potential customers who don't go to trade shows and provide all the time year round sales demos - faster, cheaper, better than the far-to-many expensive trade shows.” V.G. CRO “22% of your critical buyers and nearly ALL decision-makers don’t go to trade shows. Trade shows are so dumb ! You wouldn’t invite a bunch of competitors into your office to give their sales pitch at the same time you are giving your pitch. Other exhibitors may have a better offer and price, real lead gen, super product, even cool swag, so why would do that and pay tens of thousands to let them beat you at a trade show.  Digital showrooms can be available anytime the CUSTOMER wants to discuss, not when the vendor wants to.” J.W. CEO   "Stop forcing customers to spend thousands on hotels, travel, restaurants and time away to come see you at trade shows - bring the trade show to the customer." L.B. CRO OR simply do both – when not at trade shows, instead of warehousing trade show booth set it up in some likely extra office space you have and promote regular “live” daily/weekly QVC-style events and “call for” ondemand shows in your "digital showroom" and allow customers to have meetings when they want to, not just when you want to.   There are thousands of customers, advisors and consultants can't come, many who are not ready to buy, it is too expensive, too far, not worth the time, not informative, too busy and a hundred other reasons why they are not going to be there.    Stop exhibiting where your competitors are and bring the trade show to the customer and also stop wasting tens or hundreds of thousands on trade show fees, travel and lost team and management sales downtime and most importantly, ignoring all the existing and potential customers who aren't there. Digital showrooms can be available anytime for in-person video trade shows. Digital showrooms provide virtual visitor centers for customer and company events with vast multi-channel streaming bringing global presence. Along with a video content "digital marketplace",  to navigate increasingly complex needs for customer presence, technologies and markets. Get your own video streaming network privately branded "Your Tube" network. Digital showrooms giving provide the means to easily produce global education, industry, business and company news, press conferences, do both onsite to online “town hall” events and thousands of other uses. Smartphones can provide onsite and onstreet technical demonstrations, along with in the air, underwater, anywhere settings with fifty or more simultaneous TV channels to millions. Get custom "videotized" quick short-form videos on all your content. Stop forcing customers and partners to come to you, GO to them anywhere anytime they want to talk with you. Explore this and more at https://lnkd.in/g3dAEfTM #cpexpo #tradeshow #hotels #sales #CRO #CMO #CEO 

Exhibiting at Trade Shows: Is It Worth It? 🤔 This is a question I have asked myself for a number of years, and something I have changed my stance on - I think tradeshows are worth it and here's why.... 1 - Face-to-Face Interaction: In a world reshaped by the pandemic and the rise of hybrid work models, face-to-face interaction has become increasingly rare. Yet, its value remains unparalleled. Trade shows offer a unique environment for create genuine human connections, which I believe is so important with clothing account management. 2 - Visibility and Brand Exposure: While online presence is undeniably crucial, there's immense power in tangible, real-world interactions. I think trade shows provide a platform for showcasing our brand in a physical space, which allows our customers to engage with our products and services firsthand. Whilst also having colleagues embodying our brand values at our stand creates an authentic connection that resonates far beyond the confines of a web platform. 3 - Market Research and Industry Insights: It's easy to become inward-focused, but true innovation stems from actively engaging with the broader community. Who knows - maybe you will start to see me and the Workwear Express team at more events! ❇ I know many people have their own thoughts on tradeshows and I'd love to hear them - what do you think?

Tips for Salespeople Visiting Exhibitions Having exhibited at major industry events like ADIPEC and worked as a salesperson, I’ve experienced exhibitions from both sides. Trade shows offer a fantastic opportunity to build relationships, explore new business opportunities, and exchange knowledge for any sales man visiting the event. However, for salespeople visiting exhibitions to promote their own products or services, it’s essential to approach these interactions with respect for the exhibitor’s time and objectives. Here are some key guidelines from my personal experience to help you make the most of your exhibition visits. (Of course, these tips may not apply to every situation!) 1.Timing is Key The best time to engage with exhibitors is during the first few hours on opening morning, when they’re fresh, focused, and ready to engage. This early timing gives you a chance to make a strong, positive impression when they’re most receptive. 2. Be Mindful of Time Exhibitors have limited time to interact with each visitor. Aim for a brief but effective introduction of your product or service, keeping it concise and to the point, especially if they’re managing a busy booth. Respecting their schedule leaves a good impression and remember, the success of exhibition visits often depends on follow-ups after the event. 3.Avoid Overloading with Technical Questions While it’s good to understand the exhibitor’s product, avoid asking them with too many technical questions. Focus on explaining your product clearly and purposefully. Asking irrelevant questions may feels like you’re wasting their time. For example, if you’re selling hotel rooms, you don’t need to know the material composition of the exhibitor’s product. 4.Don’t Interrupt Other Conversations If exhibitors already speaking with someone,wait patiently or plan to return during a quieter time.Trying to grab attention mid-conversation can be frustrating for the exhibitor and may harm your professional image. 5.Maintain Professional Boundaries Keep conversations business-focused and avoid overly personal questions, especially if you’re meeting the exhibitor for the first time. Exhibitors are there to showcase their products, not to catch up on personal matters. 6. Target Relevant Stands Rather than visiting all stands, focus on those that align with your potential customers or industry. Targeted outreach shows respect for your time and theirs, and it increases the chances of establishing meaningful connections. Selling at exhibitions requires a blend of strategic thinking, professionalism, and respect for the exhibitor’s role. Approach each stand with a clear objective, respect the exhibitor’s efforts, and understand that they’re investing time, money, and energy to showcase their products—not necessarily to buy yours. This mindset will help you maximize your visit’s value and build meaningful, lasting connections. Happy selling...

Struggling to keep your #eventvenue fully booked? Discover actionable sales strategies to drive more bookings and keep your #venue bustling with activity in our latest post!

"Trade shows are so dumb ! You wouldn’t invite a bunch of competitors into your office to give their sales pitch at the same you are giving your pitch ! They may have a better offer and price, real lead gen, super product, even cool swag, so why would do that and pay tens of thousands to let them beat you at a trade show. There are better options." J.W. CEO   "Stop forcing customers to spend thousands as hotels, travel, restaurants and time away to come see you at trade shows - bring the trade show to the customer." L.B. CRO   There are thousands of customers, advisors and consultants can't come, many who are not ready to buy, it is too expensive, too far, not worth the time, not informative, too busy and a hundred other reasons why they are not going to be there.    Stop exhibiting where your competitors are and bring the trade show to the customer and also stop wasting tens or hundreds of thousands on trade show fees, travel and lost team and management sales downtime and most importantly, ignoring all the existing and potential customers who aren't there. Set up a "Digital Showroom" in your office(s) and allow customers to contact you when they want to, not just when you want to. Digital showrooms will be the new customer communications medium. For internal, trade shows, sales and customer meetings and customer presentations. Digital showrooms can be available anytime for in-person video trade shows. Digital showrooms provide virtual visitor centers for customer and company events with vast multi-channel streaming bringing global presence. Along with a video content "digital marketplace",  to navigate increasingly complex needs for customer presence, technologies and markets. Get your own video streaming network privately branded "Your Tube" network. Digital showrooms giving provide the means to easily produce global education, industry, business and company news, press conferences, do both onsite to online town hall events and thousands of other uses. Smartphones can provide demo to any site technical demonstrations, along with in the air, underwater, anywhere settings. Working together to provide unparalleled branding, thought leadership and customer experiences with fifty or more simultaneous TV channels to millions. With award-winning speaker, exhibitor, talent and professional certification. Get custom "videotized" quick short-form videos on all your content. Take action today to bring together video streaming into a digital showroom platform, to produce thrilling customer events and performances. And stop forcing customers and partners to come to you, and go to them anywhere anytime they want to talk with you. Explore this and more at https://lnkd.in/g3dAEfTM #cpexpo #tradeshow #hotels #sales #CRO #CMO #CEO