COOL TIP OF THE WEEK

"Cool Tips of the Week" archived from 4/16/2008 email, which is a weekly email sent by Steve Miller to IMTS Exhibitors with quick tips, ideas, examples, advice, and just plain old good information on making the best of your IMTS Experience.

GOALS

Realistic Targeting

Over 100,000 people will be participating at IMTS 2008. Does that mean you'll have 100,000 prospects and customers at the show?

That's a rhetorical question, of course. We both know that's not true. There is only a segment of the participants that actually fit your targeted profile. And if you want to pull the highest value out of IMTS, then you'll make sure you not only understand exactly who your best targets are, but you'll also laser-beam your marketing efforts solely at those best-defined prospects:

Current customers
Do your current customers buy everything you have to offer? It's amazing how often people don't buy MORE from us simply because they don't know we have MORE to offer.
Referrals
Get current and past customers to invite peers to visit your booth. They're your best salespeople! (If you want to learn more about how to get referrals, Click Here.
New Prospects
Easy to say, but do you have a clear definition of who these people might be? Where do you want customers located? How big is their facility? What types of products do they manufacture? What's their annual revenue? When you meet with a new prospect, what qualifying questions do you ask?

By targeting the people you want to work with after the show, you can better plan for attracting that exact right audience to your booth. (I'll be talking more about that in future Cool Tips.)

And BTW, have you been attending the monthly IMTS Webinars? We've been sharing a lot of great ideas for planning and promoting your success. Check out the archives of past webinars and future dates by Clicking Here.

To Your Success at IMTS 2008!

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