http://yourbiz.msnbc.msn.com/archive/2009/04/02/1877259.aspxI attended a trade show down south last week and was surprised at how busy it was. In spite of the economy, attendance by both exhibitors and attendees was strong. In fact, many companies I spoke to told me that this is not the time to skimp on marketing.en-USCommunityServer 2.0 (Build: 60608.1)http://yourbiz.msnbc.msn.com/archive/2009/04/02/1877259.aspx#1879415Fri, 03 Apr 2009 14:15:44 GMT8a5d2dbc-a0e4-4c7a-979f-3188051f228e:1879415Mark Travers, St. Louis, MOYou can find appropriate trade shows and events for your business and get details and contact information by visiting www.EventsInAmerica.com, a free service.  And EventsInAmerica.com just launched a new feature called 'Meet Me At The Show' which is a pre-event sign-up form, allowing show attendees and exhibitors to contact each other BEFORE the show ever starts.http://yourbiz.msnbc.msn.com/archive/2009/04/02/1877259.aspx#1879460Fri, 03 Apr 2009 14:29:46 GMT8a5d2dbc-a0e4-4c7a-979f-3188051f228e:1879460Steve Levine, Corrales, New MexicoMy short list is: Have an attractive booth that can be seen from a distance, use video if possible, and don't waste money by giving away expensive collateral materials. Studies show that most of these materials end up in the hotel room. The most important thing is to collect business cards of people you want to do business with, and follow up with them by sending collateral with a personal note after the show is over. http://yourbiz.msnbc.msn.com/archive/2009/04/02/1877259.aspx#1879593Fri, 03 Apr 2009 15:16:38 GMT8a5d2dbc-a0e4-4c7a-979f-3188051f228e:1879593Glenn Jacobs, Media PAI have advised a number of firms regarding their trade show activities and I'm glad to offer a few comments. First, be sure you have an effective booth. Splashing your entire brochure copy on a booth is not the way to go. You want a booth to attract attention. It is YOUR job to sell - not the booth's. Next, a business card is not a lead. If you don't have a meaningful conversation with someone first, don't waste time getting their card.http://yourbiz.msnbc.msn.com/archive/2009/04/02/1877259.aspx#1880367Fri, 03 Apr 2009 21:35:51 GMT8a5d2dbc-a0e4-4c7a-979f-3188051f228e:1880367Elaine Coyne , Atlanta, Ga The very best idea is to have a great product at a great price.   Nothing has to be said.  The product sells itself for you.  Oh, being funny and friendly will cinch the dealhttp://yourbiz.msnbc.msn.com/archive/2009/04/02/1877259.aspx#1880912Sat, 04 Apr 2009 15:46:45 GMT8a5d2dbc-a0e4-4c7a-979f-3188051f228e:1880912Jack, Overland Park, KSI have found follow-ups worse now than ever. Sales people don't want to talk about anything. They throw their canned pitch 100mph and move on. They're afraid for their job I guess, and if you don't blindly buy in the first minute they're gone. It's too bad, because there's a lot to talk about before and after. I also find their knowledge of the market and of their own products is worse now. I don't ever remember it like this - the pre-pre-screeners who can't do more than take your name and address, the pre-screeners who can't answer any questions, then the screeners who pretend to understand what you're talking about, but don't. What is the point of marketing if you can't or won't actually sell? Do you have any idea how many websites result in zero response? It's unbelievable. I guess they fired all the sales people, or maybe the sales people are waiting for the ax to fall. Fill out a form, or send an Email to the address THEY PROVIDE. No reponse, nothing. Then you call the big office somewhere and it's "Uh, do you know the person's name or their extension? No? OK, here's some voice mail black hole for you to speak into". I really don't know how these companies stay in business. They spend all this money on tradeshows, the jugs of cologne for their sales people, only to wind up DOA. I spoke with two engineers recently who told me how they stayed at work late, waiting for a rep to show up. These guys were buying some instrumentation and had a check in their hand. No one showed up. I thought they were making it up. It's better to just do your own homework and decide for yourself without engaging any sales people, at a tradeshow or otherwise. Sales in the US has been reduced to a lot of fluffy "whitepapers" which are not white papers, but dumbed down sales literature. Download and read. That's all you get. http://yourbiz.msnbc.msn.com/archive/2009/04/02/1877259.aspx#1881029Sat, 04 Apr 2009 18:31:53 GMT8a5d2dbc-a0e4-4c7a-979f-3188051f228e:1881029Bill The booth does not sell but should attract attention. It should be easy to spot your name, and colorful enough so people can find out. To passerbys it should be obvious what your product is or what it does. Beyond that hang out at the booth and sell.http://yourbiz.msnbc.msn.com/archive/2009/04/02/1877259.aspx#1881500Sun, 05 Apr 2009 19:57:00 GMT8a5d2dbc-a0e4-4c7a-979f-3188051f228e:1881500Paul DonehueWe've helped many clients increase tradeshow productivity. Three key steps: FIRST, set specific goals for the # of qualified leads you'll find and the # of follow-up actions you'll schedule. These goals should be based on the expected number of attendees. SECOND, create a strategic communication plan that includes 2 or 3 open-ended questions that you will ask everyone that comes to your booth. These questions should be geared towards qualifying each visitor as a qualified prospect - or not. THIRD, proactively engage people as they approach or pass by - focus on the audience, not on boothmates.http://yourbiz.msnbc.msn.com/archive/2009/04/02/1877259.aspx#1886602Thu, 09 Apr 2009 03:37:19 GMT8a5d2dbc-a0e4-4c7a-979f-3188051f228e:1886602Richard, Toronto, OntarioOne thing you did not mention was pre show mailers and phone calls.  A lot of business is done on the show floor.  Pre call clients and prospects that you know will be at the show.  Send out a pre show email blast asking the clients to come by the booth perhaps to pick up a starbucks card or some kind of cool giveaway and you will be going to the show prepared. www.exhibitslist.com