The 3 Biggest Mistakes You Can Make At A Tradeshow
2013/06/12 6:00 AM
So you finally decide to take the plunge and get a booth! It might be a relief for you that you finally pulled the trigger, or it might be a total stresser – like it was for me each and (most) every time – and I did 5 shows a year when I had my handbag line. Every show I did for about the first 3 years was as scary as the first one for me – in that I was never sure how I wanted to set up my booth, was worried about making sales and was always sure I’d sound dumb when talking to buyers.
So by year 4 I finally (almost) had it all down! These 3 scary mistakes were always at the top of my HUGE list……and yes it goes on and on and on…….. I probably have at least 25 things to be aware of on my “Tradeshow” ready list.
Hope these help you make some better choices.
Biggest mistake #1: Booth Backlash
Do a dry run set up of the booth at home. Map it out. For me the biggest thing was figuring out the merchandising and making sure I had enough samples with me to look full but not overly full. Be sure to take into account all your PR materials you might be taking, anything hanging on walls etc. Make sure you LOVE your set up – might be tables, shelves or even something more flashy and funky.
Biggest Mistake #2: Sales Slump
In order to be sure you have the best chance at the most money possible, be sure you have made strong connections with buyers prior to the show. Reach out to them, let them know you’ll be there and above all, do it sooner than later. This is not the time to be shy. There is a lot at stake here.
Biggest Mistake #3: What do you say dear?
In order to impress the buyers, you need to make them feel like you are 100% confident in your line and that you KNOW it is a rock solid! If they feel even the slightest hesitation from you, they’ll back off. They will ask you tons of questions like what your best seller is, what inspired the line, why you used XY or Z, and possibly how long you’ve been in business. Prepare for anything and everything to be asked of you and be sure you have an answer…..and if you don’t, fake it ‘till you make it.
Tagged: Ask The Entreprenette, business, Launch Tips, Marketing, Sales, Sales Reps, Tradeshows, Wholesale
Related posts
There are 9 comments
Nicole says: I am thinking of doing some shows where I can sell my dog shampoo. Should I go to pet related shows, craft shows, or anywhere I can?
-
Nicole – I would stick with your “genre” and stay with pet shows. But that said, farmers markets and low cost events can be good to get the company more known in certain communities too.
This helps Sarah ~ thank you for the tips. I have my first show this fall in Vegas, and there’s a good chance I’ll be doing it myself….I’m really nervous due to IT’S MY FIRST SHOW. I’ve heard horror stories of over seas companies stealing, measuring etc…..
Thanks for this heads up!
Sue
Hi Sarah-
I really appreciate the heads up on the trade shows as I am diving into my first one in NY this august! I will definitely follow your tips but was wondering what you thought about renting (tables, displays ect.) from outside companies as opposed to the companies that are running the show? I was told the mark up is crazy!I also don’t know who to contact outside since I’m not from NY and will be shipping my product.
Thanks so much!
-
Renee, I don’t know what to suggest. I’d google a few tradeshow supply places or party supply rentals in NY and see how the costs compare. I always rented tables or shelves from the show…… was just easier..they set it all up for you. :O)
Hi Sarah, I think your advice is right on track! I did my first trade show in Dallas this January and have learned a lot in 6 months. I did a booth mock up at home and it helped ALOT! I also look at other vendor’s booths for neat and easier setups. Now if I could just manage connecting with my buyers prior to the show. Thanks for sharing!
Shermaine Davis says: Is it best to get your own tradeshow booth or get a sales rep and have them sell for you?
Hahaha I agree with those 3 biggest mistake!!! Don't be too over confident during the trade show, it could make or brake you but mostly would brake! Just don't forget to prepare not too flowery answers to their possible questions.
Leave a comment
Want to express your opinion?
Leave a reply!
Leave a Reply
Testimonials
I wanted to say thank you again to you for helping me connect with the Notanonymous showroom in NYC.…
Marie Todd, Inc.
Follow me on Facebook
Pitch holiday gift guides
The time is approaching to pitch holiday gift guides over the next 6-8 weeks.
I know, I know, it’s only June, but Holiday Gift Guide submissions are starting now…….so get on it sister, as it will end in July.
This can be a great way to get into magazines that might be more challenging for you in the “everyday” editorial world.
Gift guides often put in items that appeal to their audience, but might not have a good place in the monthly magazines.
Magazines try to appeal to a broad audience with the holiday gift guides, so I would suggest being bold about your choices. Here is what you’ll want to do…
Pitch Holiday Gift Guides - Sarah Shaw Consulting
sarahshawconsulting.com
Pitch Holiday Gift Guides 2016 - Come Get Our Template That Works and See Your Product in a Glossy Magazine and get more salesI loved doing this podcast interview with DIFF CEO Chad Dime.
Chad is a go getter that’s for sure creating Eyewear that makes a DIFFerence. Growing up in the eyewear business, he visited factories around the globe with his father from an early age and got to learn and understand the world of manufacturing. Chad and his partners started DIFF by selling sunglasses at music festivals to get a sense of their target market before doing the deep dive into creating and manufacturing their own unique brand.
Once they created their own designs, getting products to celebrities and the media was not too difficult and the brand quickly took off. Leveraging the media exposure, they were able to build an online business that has donated over 1 million pair of glasses to those in need.
Eyewear that makes a DIFFerence — Sarah Shaw Consulting
sarahshawconsulting.com
Chad is a go getter that’s for sure creating Eyewear that makes a DIFFerence. Growing up in the eyewear business, he visited factories around the globe with his father from an early age and got to learn and understand the world of manufacturing. Chad and his partners started DIFF by selling sungla...It's import to face the music and KNOW if you have a zero or a hero when launching a product. Join me and Tracy Leigh Hazzard and learn how to figure this out.
.
#entreprenette #getastreetsmartmba #sarahshawconsulting #hazzdesigns
How to know if you have a hero or a zero — Sarah Shaw Consulting
sarahshawconsulting.com
How to know if you have a hero or a zero by testing your product before you invest heavily in producing it. Don't keep it a secret, show it to get feedback.Did I ever share that my Grandmother made this coat for JFK Jr.? Jackie was a frequent shopper in her store in New York City. This ended up on the cover of LIFE magazine. Her shop became famous.
.
.
#entreprenette #sarahshawconsulting #entreprenette #johnfkennedy #lifemagazine
Join me and Lisa Ascolese, The Inventress for an enlightening episode on how to think more broadly about your product line so that you can get into more stores and more magazines. In this episode we share ideas on how to think differently about your line. For example, if you make a skincare line and have a serum or oil based product, consider pitching to mountain resorts where the air is dryer and women need more moisture in the products they purchase.You can take this idea a step further by pitching to wellness magazines and local magazines (in the resort town) as they are always looking for products that solve a problem. Many creators think to narrowly and don’t see a bigger pitch for themselves. Take a look at your line and see how you can spin it into a new category, or a new sales channel.
Dial for Dollars: How to bring in more sales by expanding on your idea — Sarah Shaw Consulting
sarahshawconsulting.com
This episode shares how to think more broadly about your product line so that you can get into more stores and more magazines.