Tradeshows are a great way to improve your MSP marketing presence. They give your sales staff an “in,” which is not available anywhere else. If you are not currently attending trade shows to market your MSP company, you need to start. The value is there and your company needs to take advantage of it.
One of the key pieces of tradeshow success is who is in attendance. The most successful tradeshows for you are going to be full of clients looking for your services. To find the trade shows that are going to be the most value to you, talk to some of the people in your network. What tradeshows have similar attendees to your current clients? These are the people who are going to need your particular services the most.
Not all trade shows are created equal. You do need to do some investigation to ensure that your fees are going to be recouped through the sales leads you generate. It costs a significant amount to exhibit at a tradeshow and you need to take steps to make it a worthwhile investment for your company.
Benefits of Exhibiting at a Tradeshow
A trade show is a unique environment. It is one of the only places where your clients are milling about, all in one place. While traditional sales calls have limitations, tradeshows throw these to the wind. You don’t have to worry about an email being ignored or a phone call coming at a bad time. The timing and desire of your prospective clients are already at a peak.
It is also a great time to see where the MSP community is going. During low traffic times, you are free to take some time to see what your competition is up to. See what is working for your competition. Tradeshows are a great way to read the winds and make the necessary business changes early.
Finally, tradeshows are a great way to get feedback from the users of your services. What do they like to see? What would they like to see more of? A tradeshow is a great avenue for cheap market research. This builds relationships and lets you adjust your business to the needs of your clients.
Effective Exhibition Tips
It is a very important that your MSP marketing team be on their game during an exhibition. They are in front of many potential clients. The first impression needs to be great, and they sales skills should be well available.
To increase your successes, here are a few tips to share with your marketing team:
• Be organized – Checklists, schedules, and other important factors should be figured out well before you get to the venue. Make sure that your sales staff gives an air of confidence by having all their ducks in a row.
• Always be selling – Breaks aren’t really breaks; they are still great times to build connections and meet people.
• Make a plan – Looking through the program and assess times where traffic is going to be heaviest. Ensure that your booth is well staffed during these times.
• Have things for new contacts – Commonly referred to as swag, items that are branded are a great way to make an impression on potential clients. If all you have is business cards, you are not going to stand out. To help improve the reception of your business cards, write a personalized note on the back. You want your company to stand out from the crowd in some way.
Tradeshows get you in front of a significant number of prospective clients. They are looking for the services that you offer and your MSP marketing team is set up for success. Make sure your company stands out and that your sales staff is on top of their game. The opportunities offered from a tradeshow are matched nowhere else. Make the most of it.