Weekly Tip

Trade Show Tips

By Leslie Stevens, Eclipse Marketing
Trade Shows Provide Opportunities To Generate Leads

There’s more to trade shows than simply seeing the latest products and learning new installation tricks. Trade shows present an opportunity to build long-term lead generation programs. Simply continue to socialize and network like you usually do, but expand your discussion beyond what’s new at the show. Three easy sources to build lead generation programs while visiting Expo, which should be a part of your overall long-term marketing strategy include:

1. Manufacturers – Ask your suppliers if they have an online dealer directory. If so, find out their criteria to get included. Follow-up after the show to ensure your company is added. In addition, try to get the manufacturer to link their online directory to your website.

2. Industry Consultants – There are numerous industry consultants located across the country. Chances are some individuals live in your local area. Ask them if they know any people who could use your services. You will be surprised by how many people they know. Ask industry consultants to provide referrals when opportunities arise. Consultants want ESRs in their local area to get the business over contractors who don’t participate in the industry.

3. Trade Associations – CEDIA provides an online dealer directory listing full members. If you’re not a full member, find out how to become one and get yourself listed. You only need to sell one job to see a positive Return On Investment. In addition, network with partnering associations, such as the AIA, ASID and NAHB. They might have directories that you can participate in as well.

Eclipse Marketing provides Member Marketing Tools and Material to CEDIA members at special member rates. Contact Eclipse Marketing at 949.363.5340 or e-mail info@eclipsemarketing.net. Visit www.eclipsemarketing.net.