If you are going to be exhibiting at CeBIT, you need to book a booth, and then try to get as many contacts as you can during the 5 days it lasts. Exhibiting produces the best results if you can attract people to your booth before the show really starts.
13 Tips to Be More Productive While Exhibiting at CeBIT
Here are some tips to improve your results while exhibiting at this IT show:
1. Fight fatigue: This is your number one productivity enemy while at the show. There are dozens of exhibitors who can’t stand up at the end (or the middle) of the day, and just give up attending prospective customers. The tricks to fight fatigue are to eat and drink properly, and take turns while attending customers who pass by your booth. Another thing to remember is to dress properly, i.e. not too warm, because, although it can be freezing outside the halls, it is quite warm inside.
2. Freebies: Whether it is a simple bottle of water, a pen, or something more expensive, these small details really count. I remember a supplier who gave me a small bottle of water when I was dying of thirst, and she got an order a few months later. Try to choose small and light items.
3. Following up: Immediately after the visit, it is a good idea to send a polite “thank you” e-mail. After the show, request feedback.
4. Build your mailing list: Customers love to hear about new products and special deals, like once a month, so that they don’t forget about your company. Chinese and other Oriental companies rarely do this, and it is easy to set up. Using e-mail marketing software like Constant Contact, Aweber or Mail Chimp , nice colorful e-mails can be easily scheduled to be sent regularly. Since you are targeting busy businesspeople, weekly, or monthly updates, are recommended.
5. Multilingual staff: If your company’s staff speaks English and German, it is a plus point. If a visitor is interested in asking about your product, and you don’t speak his language, guess what happens? Yes, you got it, you just helped your competition in the booth next door, make a sale. There are still suppliers who send only German-speaking people. Big mistake if you want to sell your product to all the other European countries.
6. Post in forums: Posting in forums like the Linked-in CeBIT group forum is free, and is read by many people. Tell everyone about your product, and invite them to drop by.
7. Website: This is something that you can’t go without in 2015. Make sure it is located in European or American hosting servers. Visitors at CeBIT check websites on mobile phones, and fast loading times are needed. If your website doesn’t load in under 5 seconds, they will visit your competitor’s website.
8. Social media: Have a Facebook and Twitter page, and post every week. Announce that you will be at the show so that everyone knows. Organize competitions to build your “likes” and give away prizes like invitations to CeBIT, using free apps like Rafflecopter. Set your company up on Linked-in, as well as your main sales team’s individual profiles.
9. Catalogs: Make sure you distribute as many as you can, and make them as light as possible. Send a lightweight PDF version to your contacts by e-mail after the show, to keep reminding them that you are really keen to deal with them. Divide your total quantity of catalogs into four, and distribute most of them on the first four days of CeBIT, which is when most serious business people come.
10. Remember old friends: Try to meet past customers and contacts who are visiting CeBIT, but who have never bought from your company, by sending them an invitation to visit your booth, and offer them free entrances.
11. Don’t meet customers with all your team: If you have limited staff, there must be one person free to attend visitors who are browsing. If everyone is looking busy, interested visitors will pass by, and rarely wait, or come back later.
12. Smile and say “hi!”: No one wants to buy from a sad person. Happiness is contagious. Smiling is free. Be a smile millionaire! Talk to visitors browsing your booth before they talk to you, and ask them how they are, where they come from, and after that you can put your catalogue and business card in their face 😀
13. Get there early: CeBIT 2016 starts on Monday, the 14th of March. If you’re exhibiting goods, it is strongly recommended that you ship them early, and be there to receive them when they arrive. The only exception to this is, if you are carrying all the samples and other items you want to exhibit, with your personal luggage. It isn’t the first time that we have seen exhibitors (with empty booths), whose goods have been delayed by German customs. They are stricter with goods shipped from countries outside the European Union, and check all the paperwork thoroughly.
I am sure that if you follow these tips for exhibiting at CeBIT, you will have a more productive show. Keep a positive attitude, and work hard before, during, and after the exhibition. Best of luck!!!