Exhibitions, although expensive, are a great opportunity for our clients to meet current and potential customers, journalists and other stakeholders all in one place.
Offshore Europe, the biennial exhibition and conference for the international oil and gas industry held in Aberdeen, will soon be upon us once again. The event has been a staple in the industry calendar for more than 40 years. But with a new venue – P&J Live at Bucksburn on the western outskirts of the city –, it’s a good time for exhibitors to rethink their approach to the show.
Planning to make an announcement at a trade show? Showcasing a cool new product? Got a story to tell?
If this is your first time approaching the media for meetings at your booth, we have some tips on how you can effectively do so. And, perhaps gain new relationships that will last even after the show.
Whether you are attending OTC for the first time, or are an OTC veteran, you know from the moment you enter the showroom floor that your primary challenge is to rise above the noise (literally and figuratively). With tens of thousands of oil and gas professionals converging in one spot for a few days, how will you identify your target audience and make meaningful connections? We have some tips which we've used successfully over our 20+ years attending OTC.
The only thing worse than having no sales team, is having a poorly briefed one, because they won’t make you any money, but they will cost you.
So how do you build a sales team that is high impact?
The answer is properly briefing your sales person (or team) to ensure they are well equipped to have conversations with your prospects, articulate the value of your event, and close the sale.
A well-briefed sales team is the key to an effective exhibition.
When engaging in conversations that are meant to be persuasive or to influence your listener’s actions (for example, a sales pitch, an email campaign, or a call to action), your goal should be that your listener both receives and retains your message. The first step in achieving this is to tell them what they need or want to hear, not simply what you want to say. This is also true, and fundamentally more urgent, in a crisis communications situation. It’s human nature to more effectively receive information that is relevant and timely to us.
Anyone attending an exhibition wants to get results. And for that, it’s imperative you achieve one thing: get noticed.