There are different opinions about trade shows. However, there is no doubt the trade shows give you an instant access to a huge number of buyers across the country. Plus, you can meet with different people from your industry, attend networking events and meet fellow designers press boutique owners, and all kinds of sales and marketing focused industry Fox. This most booths start at $4,000 and can be as much as $1,000 depending on the show. Plus you need money to create your display, ship it and create promotional materials. The buyers usually first meet with the brands that they know then they brand that they have heard of, and then they go to the new brands.

So they're often reluctant to place an order with the new line. That's why my recommendation is to wait for two three Seasons reach out to buyers directly. And after you have four to five boutiques on your stock at least, you can go to trade shows, you can ask the buyers what trade shows they usually visit and go to these shows. If your budget allows us to participate in this show, don't rush to go and pay your money. As I mentioned, this is a serious investment and you have to prepare to get a return on your investments. In this module, we will talk about four steps that will help you to get the maximum effect if you decide to sell your collection through trade shows.

There are shows throughout the world and each show is different. As your first app you need to collect the maximum amount of information possible about the show that you are potentially interested in. You have to understand if this show fits your brand image and your positioning. For example, when a high end brand or a brand positions themselves as high end, participate in a trade show for the middle and budget segments. Buyers, of course will like their collection, but can't afford it. As a result, no orders will be made.

So to review a show first, call or email the show organizer and request an exhibitor kit. This should contain a list of past exhibitors and attendees, which will indicate whether the show is focused on your market and will attract the appropriate buyers for your line. Talk to other designers about their experiences with the show and ask for their recommendations. You may also try to visit the show before you sign up, walk around and see the booths to get a sense of the quality of the traffic and when the exhibitors are actually writing orders. As I said, each show is different sometimes your product may do best at A small show that attracts buyers from small, exclusive boutiques. Attending a trade show requires substantial preparation to ensure a successful outcome.

As Stephen Covey says, You need to begin with the end in mind. In other words, you have to establish your goals for the show. Before you get there. Think about Who do you want to target? And how many meetings Do you want to schedule? What do you want to accomplish at the show?

How much revenue Do you need to generate to make this investment worth of all the time and dollars you and your team will make before during and after the show. If you want to get the maximum from your participation in a trade show, you need to actively engage potential buyers before the show, letting them know that you will be there and offering appointments so you can arrive with qualified leads, ready to provide something of new value for them to carry away. So your second step should be inviting buyers to visit your booth far in advance. Many designers Don't even think about this opportunity. However, it can impact up to 50% of your success at a trade show. What do you need to do?

First three weeks before the event, reach out to your wish list of buyers and send them an electronic invitation. Then, about two weeks before the show, send them a postcard. If you still didn't get a response, follow up with a phone call seven days prior to the event. You should ask if the buyer received your message and would like to schedule a visit at your booth. Remember, you need to design your invitation and postcard represent Adding your brand and your line and your new collection. Another benefit of reaching out to prospects before the show is that qualified appointments lead to a quicker trip through the sales process.

Instead of starting at the beginning of the buyers journey and to show you will be a step or two ahead, the sales representatives at the other booths will still be struggling for a hook while you're already starting to reel in the line. Keep in mind that your invitation should look professional. Don't save money here hi graphic designer to create a professional invitation representing the image and the mood and the mood of your collection is really important. Ideally, the invitation should stand out and be different. Sometimes such small details as the color of the envelope or the paper used for the invitation are some small gifts that you attach to the invitation it can play a huge role in making your invitation noticeable and memorable. Sometimes I know that people send flowers to get their attention together with the invitation to grab their attention.

If you have prepared something special for visitors mentioned that as well. I know some designer. She was collaborating with the perfume brand, Kenan so she was giving out a set of samples at her booth as a small gift to all buyers, which I think is really nice. Make your invitation actionable. point out what buyers should do once they get your invitation, should they call you or email you to schedule an appointment and please don't forget to put your contact information there. Finally, you are at the top show what to do and how to behave.

First, prepare and practice a short 32nd speech about your line. Try to use minimum three adjectives that will vividly describe your brand, and big the curiosity of visitors. Remember, a new company can look like an established brand simply by being professional in its presentation. Grade the right first impression. People can read attitude. Don't hide from visitors catch their eye and invite them to visit your booth.

Your goal is to build initial report with your visitors present a little book to first time customers as you need to build an impression and create the right image. It is important to have a clear and uncluttered space your product should be placed in the focal point of your booth. Smile of course and happy Positive body language, there is no one to be afraid. Be confident about your collection and your sales materials. The more inner confidence you show, the better collect cards and make small notes on them. So at the end you don't forget what they represent and what the conversation was about.

If there is one piece of advice that I can give you for this step, it is to be genuinely enthusiastic about your product. No matter what no matter how many hours you have been at your booth already, no matter if you didn't get any orders yet. Remember, your attitude in conjunction with patients can create miracles. Now, step four. Very important. The show may be over but your work in maximizing your return on investment.

The trade show has just begun. Now the work starts. What you should do now is follow up with all the contacts that you have made. Remember 50% of sales are in follow ups, you will have a combination of business cards post its from the people who forgot their business cards, and maybe a few napkins to it. It happens once you get back home, compiled the contacts into your file of contacts and qualify your leads by temperature, hot leads most interested in your line, warm leads interested but requested additional information and called you got just the business card but we're not able to talk the month after your trade show is prime time for converting these leads into a sale since they handed over there. Contact information, chances are they still remember you, which leaves the door open to connect.

First in mail all the buyers and say thank you for the time and for visiting your booth, or say great meeting you at the show. A prompt professional tailor. Thank you. Email is a great way to make your company stand out from the competition, who may take days or weeks to respond, but you don't want to do the same. Based on this segmentation, tailor your message to every lead. Using the same follow up email is the surest way to get your message ignored.

Be sure to always identify this specific show by name in the subject line and in the first paragraph at a minimum. So make sure not to overdo follow up and Make them specific and intended to drive action. For example, request a sample or view the line sheets or view the preliminary order based on our discussion included four of your booth. It's actually a very good tip as it can help remind buyers who your company is amongst the hundreds they talk to at the show, just keep the father relatively small. Then always leave yourself permission to follow up again, so you can call and follow up in a few days. When you call them check on a possible order and ask if they require any additional information.

Overall, you should consider a plan of two three follow up contacts with each buyer that you met at the show. Okay, let's recap. Generating trade show leads is hard work. Success consists of two major stages. 50% is your preparation when you select the right show, invite buyers and make appointments in advance. 50% is your follow up after the show.

If you don't follow up, you fail you fail the entire show.