We’ve done a couple of articles on marketing at exhibitions, and they’ve been very popular, so today we're talking about marketing and getting more people to your exhibition stand.

Once you’ve invested the money into booking a stand at an exhibition, need to make sure you get a return on investment, and talking to people is the key.

Don’t stick inside your exhibition area - do something to get people to come in and talk to you.

Do something on the stand to attract customers, for example a prize draw, giving out interesting promotional gifts, or product demonstrations.

And once people come to your stand area, talk to them. I’m amazed how many people book space at an exhibition, and then wait for people t come and talk to them.

You might have to venture off your stand, into the exhibition area and invite people to come over.

Don’t be afraid of approaching people, they want you to come and approach them and talk to them.

You need to see as many people as you can, and start to sort through who are the good leads and who are the bad leads.

My top tips are :

1. Make sure your stand looks inviting, friendly and open.
2. Have something that’s going to be of interest to them to perhaps get them on your stand if you don’t feel confident about making that initial approach. So the cartoonist, the magician, anything at all that could attract people to your stand.
3. Once they are in the vicinity of your stand, invite them into your stand.
4. Talk to them, show them samples, explain fully what you do.
5. And the important thing, don’t forget to get the details; make sure you record their telephone number, website so you can get further information and the nature of what they are enquiring about, so you’ve got plenty of information there to call them back.

Good luck!

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