Printing brochures and flyers for trade shows is expensive and there is no guarantee that all of them are going to be used. Going digital minimizes print waste and is a cost effective way to communicate with trade show attendees. Candy Adams discusses various innovative digital tactics that you can incorporate into your trade show, in her article, “Read All About It.” Value-Added Business Cards. Business cards can be used for more than a...

Collecting and storing the contact information for people you meet at trade shows can be much less daunting if you use the time-saving tools recommended by Kristin Hovde of Smash Hit Displays. Writing for TSNN.com, Hovde points out that trying to save business cards for hundreds or thousands of people is inefficient (even worse, you’ll probably lose some of them). To generate leads and simplify the follow-up process, try using these four...

There’s plenty of advice about how to close a deal, but surprisingly little information about taking your trade show sales leads from not-so-hot to the end of the sale. In his article, How to Follow Up on Sales Leads Without Hard Selling, Matthew Pavli shares 7 strategies for following up on sales leads without becoming that pushy, hard-selling person nobody wants to hear from. Inbound leads are those that contact you vs. those you...

When the question of paper vs. electronic lead collection was submitted to Exhibitor Q&A, it earned the exhibit manager a “Bravo!” for being brave enough to bring it up. In his response to the question, Ken Mortara, president of ShowValue Event Management in Tucson, Arizona, says most people have gone high-tech without questioning whether electronic lead capture supports their marketing goals any better than paper lead...