Do you need better booth staff, or a better trade show strategy?

Professional sales people know that people don't like to be stopped; they really don't like to be pitched; and they absolutely hate spam emails and unsolicited phone calls. They would much rather “attract” a prospect than “pursue.”

Mike DusebergMay 7, 2019trade shows, exhibiting, lead generation, booth staff, trade show strategy, prospecting, sales, marketing, experiential marketing

Eight Ways to Convert More Trade Show Leads

Trade show exhibitors regularly report two thoughts on trade shows: they know trade shows provide a great opportunity to generate good sales leads, and they know that an in-person experience should provide the best opportunity to connect with those leads.

But how do you transform a show full of attendees into a flood of sales leads?

Mike DusebergMay 7, 2019trade shows, trade show strategy, exhibiting, experiential marketing, lead generation, sales, prospecting

How to Keep Your Booth Team Engaged During Trade Shows

Your sales and marketing department exists for one reason: to find prospects, qualify them into leads, and move those leads through a sales process into a closed sale.

If they’re performing at their highest and best purpose, that’s where they’re focusing all their attention.

Mike DusebergMay 3, 2019trade show, exhibiting, marketing, experiential marketing, lead generation, converting trade show leads, collecting trade show leads, attracting trade show leads, sales, selling, booth staff

Are you wasting money on your trade show giveaway?

These qualified prospects get their questions answered, a nice gift for visiting, and priority follow up after the show.

Mike DusebergMay 3, 2019trade show, exhibiting, marketing, experiential marketing, lead generation, converting trade show leads, collecting trade show leads, attracting trade show leads, sales, selling, booth staff, lead magnet, trade show giveaways

Using Science to Overcome The "Four Second Rule"

According to trade show experts, you have four seconds to capture the attention of a trade show prospect and draw them into your booth.

Mike DusebergMay 3, 2019trade show, exhibiting, marketing, experiential marketing, lead generation, converting trade show leads, collecting trade show leads, attracting trade show leads, sales, selling, booth staff, stopping trade show aisle traffic, trade show traffic, booth traffic

The Dark Site of Trade Show Exhibiting

Not only has the show gathered all of your ideal prospects in one place, they have also gathered all of your competitors.

Mike DusebergMay 3, 2019trade show, exhibiting, marketing, experiential marketing, lead generation, converting trade show leads, collecting trade show leads, attracting trade show leads, sales, selling, booth staff, commoditization, differentiation

The One Thing Your Trade Show Booth Must Do To Succeed

If you don’t capture the audience’s attention, nothing else can happen in your booth.

Mike DusebergMarch 28, 2019trade show, exhibiting, marketing, experiential marketing, lead generation, converting trade show leads, collecting trade show leads, attracting trade show leads, sales, selling, booth staff, stopping trade show aisle traffic, booth traffic, differentiation, commoditization

How to Get Better Trade Show Leads When "Excellent Customer Service" Is Your Competitive Advantage.

Every exhibitor tells their prospects they have the best customer service in the industry.

Every exhibitor tells their clients that they take better care of them than anyone else.

Everyone knows this.

Mike DusebergFebruary 12, 2019trade show, exhibiting, marketing, experiential marketing, lead generation, converting trade show leads, collecting trade show leads, attracting trade show leads, sales, selling, booth staff, customer service, differentiation, commoditization

“What do you do with the big crowd you create at the trade show booth?”

How to do you turn all that attention into qualified leads and sales?

miked dusebergFebruary 8, 2019trade show, exhibiting, marketing, experiential marketing, lead generation, converting trade show leads, collecting trade show leads, attracting trade show leads, sales, selling, booth staff, commoditization, differentiation

Three Ways Your Trade Show Booth is "Leaking" Leads

I just read a brilliant three page article by an outstanding "millionaire marketing mind" about trade show exhibiting. This guy is a true “outlier” and a notoriously reclusive individual, so it's unlikely you’ve experienced his thinking first-hand. Still, you can absolutely benefit from what he had to say.

Mike DusebergJanuary 18, 2019trade show, exhibiting, marketing, experiential marketing, lead generation, converting trade show leads, collecting trade show leads, attracting trade show leads, sales, selling, booth staff, efficiency, marketing efficiency, lead capture

Three Critical Principles for Generating More Booth Traffic

Three Principles To Get More Qualified Trade Show Traffic

Most trade show booth traffic is passive traffic. Some people will recognize the company name and already know that they want what the company has to offer. Others will recognize the equipment on display and decide they want to learn more.

Mike DusebergJanuary 3, 2019trade show, exhibiting, marketing, experiential marketing, lead generation, converting trade show leads, collecting trade show leads, attracting trade show leads, sales, selling, booth staff, stopping trade show aisle traffic, booth traffic, differentiation, commoditization, avoiding commoditization

How to Host a “Free” Event in Your Trade Show Booth

Since hospitality events are such powerful tools for connecting with your clients and engaging new prospects, it’s amazing how few companies host them. Bringing hundreds (or even thousands) of potential prospects to an event, feeding them, offering them drinks, and entertaining them them takes a lot of money, but the potential return on investment is incredible.

Mike DusebergJanuary 3, 2019trade show, exhibiting, marketing, experiential marketing, lead generation, converting trade show leads, collecting trade show leads, attracting trade show leads, sales, selling, booth staff, reception on the trade show floor, commoditization, avoiding commoditization, differentiation, stopping trade show aisle traffic, booth traffic

Are You Exhibiting or Prospecting?

A lot of people are genuinely “exhibiting.”

They have a product, and it’s on display.

Look at it. See it’s brilliant innovation. See what our company has done to advance the industry’s technology a light year ahead. The future is here: look at it.

And when you’ve seen enough of the future, you may continue on to the rest of the trade show.