Course Overview
Take a look at what you'll learn in each course our platform has to offer.
Course 1: Preparing for exhibitions
Module 1-1: Exhibition analysis
- Targeting your ideal buyer at the exhibition
- Prospect companies and potential suppliers
- Identify your competitors
- Review the previous edition
- Make your booth in the buyers’ visiting plan
Module 1-2: Defining exhibition goals and budgeting
- Define exhibition goals
- Create a budge
Module 1-3: Exhibition logistics
- Planning for success
Module 1-4: Marketing and communication
- Marketing strategy
- Marketing plan at different stages
- Design and produce marketing materials
- Media communication action plan
- Press release
- Strategic alliances
- Participating in the organiser’s event
Module 1-5: Effective stand design & layout
- Create a focal point
- Use color strategically
- Use height to your advantage
- Incorporate interactive elements
- Maximize your use of space
- Test your design in advance
- Use lighting effectively
- Pay attention to your flooring
- Create a space to sell or discuss
Course 2: How to do business during the exhibition
Module 2-1: Get the basic right
- Brief the team at the stand every morning
- Ensure the stand is ready
- Keep an appointment book(s) for sales staff and record visitor information
- Contact journalists visiting the stand
- Plan time to visit the exhibition and take note of impressions
- Hold a debriefing session with the team after a day
- Tidy up the stand and secure important equipment
Module 2-2: Sales techniques and questioning funnel
- How to attract customers to your booth
- Questioning funnel
- Common mistakes to avoid
- Qualify
- Now
- The pain
- The effect
- The value
- The proposal
- Using the sales funnel to add authenticity
Module 2-3: Sales psychology
- Value, like & trust
- Motivation, emotion & concern
- Liking principle
- Four basic human needs - variety, Significance, certainty & growth
- Body language
- Mirroring
- Proxemics
- Sensory purchasing
Module 2-4: Closing
- Using persuasion techniques to encourage attendees to take action
- Trial close
Course 3: Post exhibition and evaluation
Module 3-1: Communication and follow-up after the trade show
- The importance of following up with leads & tips for organizing and prioritizing leads
- Create a follow-up strategy that will help you build relationships and close deals
Module 3-2: Evaluating exhibition results
- Feedback surveys
- Calculate ROI
- Assessing exhibition performance for strengths and weaknesses
Module 3-3: Best practices for identifying and collecting relevant data sources
- Identify relevant data sources & collect data
- Evaluate the effectiveness of follow-up strategies and make improvements as necessary
Module 3-4: Develop an actionable strategy to maximize returns from your next exhibition
- Develop a strategic plan to double your ROI In between exhibitions
- Strategies for keeping customers
- Engaged year-round