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Trade Shows
Goal: New
People…Before…During…After
Opportunity to meet many people in a short time, 1 – 4 days
Being in front of multiple groups
Meeting other vendors
Hearing about other conferences
Top Three Reasons
1. Sponsoring Business Builders
2. Hearing About Other Shows
3. Sales
Associations…your warm market….teachers, nurses, your work/career groups
Women’s Groups
Business Groups
Chamber of Commerce
Newspapers
Animal Groups
Medical Associations
Churches…health/wellness
Bridal Shows
Arts / Craft Shows
Process
Check out “on line”
Place calls
Request Exhibitor Packet
Once Exhibitor Packet Arrives
What does exhibit area include (tables, carpet, waste basket, chairs??)
Review carefully
Check on electric supply…could be a costly extra
What is exact cost & paid by when
How many team members / exhibitors can be at the table
What are the set-up & breakdown times
What are the actual hours / times to display
Are there evening events
Is lunch included
Do you send ½ of the payment or is full payment due upfront
Keep record / copies of fees…these are business expenses for tax purposes
Want to get a location near refreshments
Ask for a discount
Do you need sales tax ID for the state in which the conference is being held
Is insurance needed
Keep a notebook of all shows…Jan – Dec
Keep contact person’s name & phone number
Ask if a raffle is being offered…you may wish to offer an Arbonne basket
Keep copies of all information sent in
Call members of your team and ask if they wish to participate
Share cost of shows / hotel room if spending the night
Decide who brings which items for the table & demo
Collect payments from the team (immediately)…give them receipt of tax purpose
Have all paperwork submitted early
Bring all copies of the show paper
Bring Arbonne order forms, sign up flyers, index cards for interested people
Money bag with change…your bank can help
Name tags
Keep stock in tubs with lids…use rolling luggage cart to move
Appropriate dress…navy blue is always good…you must look professional, trustworthy
Use zip lock bags for loose items
Take samples
Have a Demo Tray
Hand cream, pump
Foot cream
Lip cream
Skin oil
Unwind massage
Re 9 Set
Prolief – tablets
Make up if appropriate...sponges, cotton squares
Arbonne banner…behind you on curtain
Spray bottle, water, towels
Plexiglass order form holder
Roller cart for heavy items
Arrive early, at least 1 hour early
Do not leave items on table overnight, store stock beneath table
Place tablecloth over top overnight
Keep money bag with you at all times
The Morning Of
Arrive on time
Eat breakfast early
Set up table
Not fussy
Clean, neat..step back and check
Keep Clean!
During the Show
Offer hand massage to everyone
Do not let go of the hand quickly, pamper
Neuro transmitters working
If they say no, tell them you are here all day, they may change their mind
Ask questions of those that come by your table
How is the conference going?
What are they doing, working on
Have you heard of Arbonne…25 years, premium skin care
If you could change one thing about your skin?…you would do what?
Have you ever thought of owning your own business…let’s talk
Give other vendors 10% discount
During breaks, walk around to other vendors
Smile!…No Crossed Arms…Smile…
Step out from behind your table
If you speak to someone first, and they return, let other team mate know
If person already has an Arbonne consultant, you can sell to, but no follow-up
Team mate take turns with customers
As a manager, take team members, build your teams capabilities
I have asked other managers to go once or twice to coach new members
Direct sales to new members
Always ask other manager if they mind helping me..I will return the favor
Do not leave until the established time
Clean up your space
File orders…cash sales…credit card sales
Follow-up…Follow-up…Follow-up
Or else you’re spending money foolishly
Add to your client book for future sales, contacts
Keep all receipts
Food, travel / gas, lodging, tips..hotel staff, demos, samples
Set and Review Your Trade Show Goal
Did you sponsor Business Builder Partner?
Did you find additional shows?
Did you do 3 – 5 –8 $100 sign-ups
How were your sales
You may not know the TOTAL
results for 6 months or a year.