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Tips for Successful Trade Show/ Market Event Follow Up- Market Stall Series- Part 4

Scoops Design At Life inStyle

Welcome to Market Stall Series- Part 4

Most of the effort that goes into a tradeshow or a market event is always the set up stage, we are so focused on the layout of the stand, the right product for the show and the best signage for the stand etc that by the time the show is over, you are all exhausted and proud you made it through the whole experience in one piece. The fact is, you are just half way through the overall experience, and it’s the last half “The Follow Up” process that really completes the whole event experience.

Whether you are planning a trade show or a market event these tips can help you execute the final task of your show and it is the most important task of all “The Follow Up” process.

Plan Ahead for Follow Up

Before you do the show plan on exactly what your method will be to follow up with prospects:

· Are you sending a letter?

· Phoning them?

· Emailing them?

A predetermined plan effectively forces you into a follow-up routine with little brain power expended.

Follow Up Immediately

“An excuse becomes an obstacle in your journey to success when it is made in place of your best effort...” - Bo Bennett

This section is where lots of stall holders fail to execute. They spent good money on the show and fail to follow up with their prospective clients. Why is this so you might ask?

From my coaching experience here are some of the reasons my clients come up with to avoid the follow up with their customers:

• People are too tired from the show to talk to me at the moment
• They just checked over 80 stands. They need time to digest the information.
• They have my product kit and I have already spent a good fifteen minutes chatting with them and if they are interested they’ll call me.
• I just finished the show and I need time to chill out and need to plan for the next market.
• I missed out two days of work and I must clear my inbox.

Do these sound familiar? I’m sure you can come up with even better ones. The fact is none of these statements are true. Making excuses are only ways to justify your own actions and it does not help you moving forward with your business.

The only way to get a good response is to follow up immediately while the prospects still remember you. The longer you wait the less likely you are to follow up, and the less likely your prospect will remember who you are and what you do. An initial contact sets you apart from everyone else at the show, your prospects will be impressed and appreciate you call.

Classify Your Leads and Follow Up Accordingly

Some clients do this by separating leads into A, B, and C leads, but I don’t know if that’s necessarily the best way. If I pass those off, my gut tells me that only the A leads are going to be called, and the B and C’s will never get a call.

It’s better to separate leads by actions. We break ours into the 4 categories:

1. Hot Leads

2. Warm Leads

3. Nurture Leads

4. Cold Leads

Hot leads are the A leads, who you’ve had a conversation with, are a good fit, and have a budget. They are keen to do business with you.

Warm leads are leads, which has demonstrated a true need for your product or service and has responded to your business pitch. Warm leads are much easier to convert to the next stage or at least willing to have a conversation about the product.

Nurture Leads are leads dependent on how qualified they are. Obviously they didn’t demonstrate as pressing a need as the Warm Leads, but they still warrant an info kit, or a simple letter to keep you in their mind. This will be less time consuming for you, but will create the touch that will leave your lasting impression with them.

Cold Leads are the disqualify leads. Leads that are going nowhere and they have no future prospect.

Have an Actionable Item for Turn Down’s

Obviously you want all your leads to immediately buy your product or service, but that isn’t realistic. There should be an alternative to purchase, such as a web cast, news letter, or other offering that will keep prospects engaged. You can develop automated, multi-touch marketing programs to continuously engage Nurture Leads and lead them through the pipeline. By nurturing these leads after the tradeshow is over, you’ll keep them around until they are ready to purchase.

What is MoOD? 13-15 September 2011 Brussels Belgium

MoOD 2011 will be held in Brussels Exhibition Centre, Brussels Belgium from 13-15 September. A professional trade show event to showcase the latest products, service, trends in FABRICS & TEXTILES industry.

MoOD is indisputably the leading trade show for furnishing fabrics. It is, therefore, considered as the best place in the world for producers and buyers to connect in one space, covering the most extensive range of selected furnishing fabrics. The main topics of the trade fair MoOD Brussels are the following:

• Fabrics for hangings,
• Fabrics for decoration,
• Curtains for windows, wall curtains.

What is MoOD?

MoOD is short for Meet only Original Designs - is the first and most authentic international trade fair for upholstery, window- and wall coverings. It is the only online market place in the world to feature producers who fully own their collections.

You will find at MoOD's website featuring 'hot' news and relevant market information. It is the place to learn and get update about design and textile, furnishing, interior and wholesaling.

MoOD puts Producers in the forefront of the show. They come up with the Original Designs, they have the know-how and they are the best guarantee for ensuring straightforward negotiations with no middleman. T

• 80% of MoOD’s exhibitors come from outside Belgium in 30 different countries.
• 85% of the visitors come from more than 100 different countries
• 87% of the visitors say they very satisfied with the high quality of the products show

Exhibitors include manufacturers from all sectors of the textile machinery industry, including spinning, nonwovens, weaving, knitting, dyeing and finishing, garment making, testing, software as well as dyestuffs and chemicals.

MOOD Dates

Start Date:	13 Sep 2011 [ Trade Shows in Sep 2011 ]
End Date:	15 Sep 2011 [ Trade Shows in Sep 2011 ]

MOOD Location & Venue:

Venue:	Brussels Exhibition Centre [ Trade Shows in Brussels Exhibition Centre ]
City:	Brussels [ Trade Shows in Brussels ]
Country:	Belgium [ Trade Shows in Belgium ]

Extended Information for MOOD:

Related:

MoOD - Meet only Original Designs - International Trade Fair for Fabrics and Furnishings 2011Mood Form 2010Mood Form 2012

Images Sources:

MoOD

Tradeshow.free-press-release.com

Cash Flow is King in your Business

“Cash is King” is a phrase we've all heard before and sometimes over a conversation. However, to a creative business owner, this phrase should change to “Cash Flow is King”.

In the Art & Design business, it is more critical than ever for an artist or a designer to monitor his or her cash flow. It's doesn't matter whether you have an existing business, or a new start-up, it's vital to understand the financials yourself and not "pass the buck" either such as leaving it to the book keeper or an accountant. You ARE your business and wouldn't you want to learn and monitor the cash flow yourself firstly before you delegate to others?

Here is what you need to do...

New Starter:

· Learn the cash flow concept

· Create a system that works for your creative business.

· Create a cash flow projection for the next twelve months.

· Define your Break Even point

Existing business:

Ask yourself these questions:

When was the last time you ran a cash flow projection for your business?

If you overlooked your cash flow may I encourage you to do it as soon as you can! It's critical for you to do a cash flow health check.

Here are the areas you should pay attention to when you run a cash flow health check:

Income- Where are you now and where would you like to be in the next 12 months. Look at different opportunities to increase your income. Create different income streams into your business.

Cost of Goods- review your costings and look st ways to reduce cost.

Margins- review your product prices. When was the last time you had a price increase in your product range.

Fixed & Variable Expenses- review and update your expenses and look at ways to reduce your expenses.

Break Even Point:- revisit your break even point in your business. So you know at what point your are breaking even and after that point and beyond your are now making profits

Want to learn more about “Cash Flow” the ArtSHINE way?

It’s as simple as 1... 2... 3...

1. Like  ArtSHINE's Facebook page

2:Send an e--mail Quantum Compass:CashFlowConcepts@QuantumCompass.com.au and get more info about our workshops for creative professionals.

3: Contact Vinh for a no cost, no obligation coaching 

session:http://www.surveymonkey.com/s/ArtShineDiscovery

Vinh:+612 410 636 198

vinh@quantumcompass.com.au