Across industry sectors, tradeshows are the most important weapon in the arsenal of Sales and Marketing departments of small and mid-sized organizations. They provide an opportunity to study in a quick and convenient manner the level of competition, the emerging trends in the business, and the cream of prospects.
No wonder, tradeshows are big business in the US; in 2015 alone, they consumed a whopping amount of 12.6 billion USD (source: Statista.com).
Addressing tradeshow challenges through collateral
Despite their popularity, tradeshows are not without their share of challenges, some of which are listed below:
- Booth Management: The first major challenge is to arrive at the right number-and-profile mix of competent people that would operate effectively the booth.
- Outsourcing or not: While it has become a trend to outsource booth staff, it doesn’t work well for every type of business.
- Effective Communication for Conversion: Clearly, the most important aspect of the tradeshow is to convert warm prospects that visit the booth into hot leads for sales. This requires effective communication and meaningful interaction.
Booth graphics have emerged as a common and dependable solution to address these challenges. A judicious blend of fixed and mobile signage elements of different sizes would be handy: they can answer graphically frequently asked questions of prospects, impress them with stunning imagery, and coax them into a decision by presenting insightful data.
Getting right tradeshow collateral elements
- Logo or Header Banner: Tradeshow exhibitors today junk away the simple nameplates provided by tradeshow organizers, and replace them with custom-made, large-sized banner or panel with the company’s logo, tagline and impressive imagery. These are backlit or frontlit to stand out from a distance and attract visitors. Some companies have even gone on to replace this with an LCD screen that plays videos and animated graphics.
- Booth Wall Graphics: Also called backdrop panels, booth wall graphics can occupy either part of or the entire wall space provided by the organizers. These are usually vinyl rolls, which can be rolled and carried in a canister. The panel banner can reflect spotlights all around and can be distracting; but rolls that have a pebble finish surface can solve this problem by deflecting part of the light.
- Standees or Banner Stands: Since the late 1990s, collapsible standees or banners have become the rage at tradeshows. This is because they are retractable rolls that can fit neatly into a metal container. Unlike booth graphics, these are mobile enough to move around and ease human traffic, or entice visitors when kept at booth entrances. These can feature eye-catching imagery and thought-provoking copy.
- Signage: Signage could be hanging posters and banners that carry little nuggets of information about the company, or products. These can feature attractive images and could be given away as souvenirs.
- Tabletop Displays: In addition to brochures and printouts given to prospects, tabletop displays too could be small, foldable paper knick-knacks that contain useful information, prizes, offers or coupons. These can charm prospects and incentivize them into making a decision.
Booth Graphics can make or break your tradeshow participation by alluring or turning off prospects. Engage a competent professional agency that can develop high-quality booth graphics and other tradeshow collateral, which can make prospects spend more time in your booth. This in itself is a big victory for you and goes a long way in increasing sales.