Tom Corcoran is the Founder and President of Corcoran Expositions, Inc. He has been successfully producing trade shows for more than 40 years and is a recognized leader in the industry. As President, Tom is involved in all aspects of the company and uses his experience and expertise to develop solutions for our client’s shows. Before establishing Corcoran in 1990, Tom served as Convention Director for the National Restaurant Association for 12 years. Tom has received the IAEE Pinnacle Award, presented by the International Association of Exhibitions and Events in recognition of extraordinary achievement in the exhibitions and events management field, and has been inducted into the University of Illinois’ Chicago Area Entrepreneurship Hall of Fame.www.corcexpo.com Mentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

Tips & Trends #1 - quick episodes with the tips you need and the trends to watch!How do we get more people to Show Up at our Webinars and Virtual Events? I give 2 powerful tips to reduce your No-Shows! Plus I talk about GBAC - what it is and why it's important for returning to Live Events!Tip 1 - Send a physical program to registered Virtual Event attendees!Don't simply send email reminders for your virtual events - these get lost in the millions of emails we get daily!When people are registering, ask for their physical address (remember - it might be their home address)Then send them a physical agenda or event program in the mail!This will help them remember your event, and make you stand out in the sea of virtual events happening!Tip 2 - Offer multiple times for your Virtual Events!If people can't make the time you are having the event, there is 100% chance they won't show up!So unless it's a multi-day event, offer the event at multiple timesALSO - offer replays of your eventThese ideas give you a greater chance of getting more attendees!TREND - Health and Safety - GBACYou may have seen the letters GBAC pertaining to a facility.GBAC is the Global Biorisk Advisory CouncilGBAC is a network of scientists, experts and specialists who offer consulting, training, education and auditing for environments which require higher level of cleaning and disinfectionGBAC is working with facilities to certify them (GBAC Star Certification) so Live Events can come back quicker!HAVE A TIP OR TREND YOU'D LIKE TO SEE FEATURED ON THE PODCAST?Send an email to [email protected] in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

Jason Scott - owner of JCS Marketing - has run dozens of live regional events over the years. But in 2020, he had to pivot to doing a Virtual trade show for the very first time so he could continue to serve his sponsors, exhibitors and customers.Jason shares with us all of the Lessons Learned while venturing into this new territory for the first time, as well as the challenges he faced.Practice Practice!Pre-Record as much material as possibleGo through a complete run-through ahead of timeHave your vendor let you experience one of their productions so you can see how things operateTake good notes and learn for future events!Have more staffing than you think you needEven more takeaways...To Connect with Jason:Email: [email protected]: jcsmarketinginc.com*** GET 10% OFF a Virtual Event Certification ***Visit virtualeventsinstitute.comUse promo code VP02Mentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

I was watching a speech from Tony Robbins - the most successful life coach and motivational speaker in the world - and even though he wasn't talking directly to the Trade Show and Events industry, it sure seemed like it to me! Among his many points, he gave three powerful lessons which I want to share with you in this episode - and show you how you can incorporate these into your upcoming virtual and live events!1.    You act different based on where you think you are in a relationship·      What will you do for someone at the beginning of a relationship? ANYTHING!!·      But as time goes on we lose that·      Think cell phones and cable companies. They lure us in with huge promotions and then seem to forget about us.·      What are you doing to build long-lasting relationships with your sponsors and exhibitors? With attendees? Customers?·      Successful marriage counselors try to get couples to remember what things were like at the beginning at start doing those things again!2.    Why do kids beat us in video games? They Anticipate!Ever play a little kid in a video game you have never played before? Why can they play for 45 minutes when we can't last 45 seconds?·      They have already played the game·      They know the road ahead·      They have ANTICIPATION·      WINNERS anticipate – LOSERS react·      Roger’s Top 20 Questions – episodes 9 & 10Check out my interview with Roger Miller:Part 1 - https://tradeshowu.biz/episodes/episode-009-using-the-power-of-improv-at-trade-shows-with-roger-miller-of-tues7/Part 2 - https://tradeshowu.biz/episodes/episode-010-using-the-power-of-improv-at-trade-shows-part-2-with-roger-miller-of-tues7/·      Can be more efficient and effective, and get people out of your booth3.    Engagement is the key to Breakthrough in business·      Think about this – being first or having the most resources isn’t enough·      MySpace vs FB·      Vimeo vs YT·      Yahoo vs Google·      Each of these was successful because they were better at Engagement·      The greater the engagement, the more fulfilling·      Think about it – we like being around those who take interest in us·      Business imitates life because people buy from peopleTake these three things away…1.    Always act like you’re at the beginning of the relationship2.    Anticipate what is going to happen next. Brainstorm with your team on those top 20 questions3.    Engage and stay engagedBecome an EXPERT in Virtual Events! Get your Certification from the Virtual Events Institute! Use code VP02 for 10%...

Joining the podcast today is one of the most successful podcasters of all time – the one and only John Lee Dumas – host of the Entrepreneurs on Fire podcast!John Lee Dumas has recorded nearly 3000 episodes and has over 1 million downloads per month. He shares tons of tips and value nuggets for success including his secret weapon to maintaining high energy!There is a Common Path to Uncommon Success. The common path is following the systems that already work. Most will not do what it takes.Be Intentional with everything you doPut in the Reps! The best way to get better at what you do is to continue doing it!Remember no matter what you are going through - This Too Shall Pass. This is true for good times and bad. Always be prepared.To keep energy high - you must learn how to batch.For growth in whatever industry you are in - Become a Person of ValueFor everything John Lee Dumas has to offer:Visit EOFire.comGrab a Free Audiobook: audibletrial.com/tradeshowuMentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

In this State of the Live Events & Trade Shows Industry, two of the leaders of IAEE - which is THE industry association globally - share the amazing great lengths they are going through to ensure a safe return to Live face-to-face events for everyone. Welcome to Episode 54 of Trade Show University!David DuBois is the CEO of the International Association of Exhibitions and Events – the Global association for the industry. David has 45 years of hospitality, tourism, exhibitions and business events experience. IAEE has Members from over 50 countries that represent and support the global exhibitions industry.Scott Craighead is the VP of Exhibitions and Events for IAEE. Involved in the industry for 18 years producing exhibitions and events in the U.S. and globally. Currently responsible for budgeting, show development and design, technology solutions, personnel, contracts and overall logistics for IAEE’s Annual Meeting & Exhibition Expo! Expo! and other IAEE produced events. Here are Links to the Events and Organizations mentioned in the episode:Expo! Expo! - myexpoexpo.comIAEE - iaee.comExhibitions Mean Business - www.iaee.com/exhibitions-mean-business/Go Live Together - golivetogether.comGBAC (Global Biorisk Advisory Council) - gbac.issa.com Free Goal Setting Workbook - tradeshowu.bizCheck out Expo! Expo! and see the Future of Live Events!Mentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

RD Whitney is the Co-Founder of the Virtual Events Institute (VEI) and the CEO of Media 365. RD has a long and successful track record in establishing, managing and delivering business community solutions across many markets and industries. RD joins host Jim Cermak in a discussion about the future of Virtual Events, how to get better results from them, and what Certification programs are happening at the Virtual Events Institute.RD was an accomplished leader at global media companies Tarsus, Diversified Communications and several other media groups, and served 6 years on board of Onstream (pioneers of webcasting and virtual). He has also launched and managed 5 successful national certification programs and brings 30 years of experience connecting buyer and seller together through the gravity of professional training, events (f2f and virtual), education, peer learning and data.RD's Top Takeaways:In shifting to Virtual Events, seek to Transform, not Translate!Trade Shows can - and should - become a community that interacts all year long.Identify best practices, share them with others, and learn from others.Look into the Certification programs offered by VEI which can benefit Trade Show, Expo, Event and Conference producers, organizers, exhibitors, sponsors and marketers.Hybrid events are the future. Learn how to make your future live and in-person events follow the hybrid model.Visit These Websites:www.VirtualEventsInstitute.comwww.Media365.comContact RD Whitney:Email: [email protected]: RD WhitneyTwitter: rdwhitneyMentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

Trade Show U host Jim Cermak shares powerful tips and information on how to successfully shift from Live to Virtual Events while being interviewed on the My Ag Life podcast by host Jason Scott!So a little bit different episode - it's my podcast featuring someone else's podcast!This episode will bring great value to Show Producers & Organizers, Exhibitors, and Sponsors.If Agriculture is your thing, then definitely check out the My Ag Life podcast! http://www.myaglife.com/Get a FREE Audiobook & FREE 30-day Trial to Audible!www.audibletrial.com/tradeshowuMentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

Kate Erickson is the engine at Entrepreneurs On Fire, an award winning podcast where John Lee Dumas interviews inspiring Entrepreneurs who are truly ON FIRE. She is also the host of the podcast Ditch Busy and co-author of The Podcast Journal: Idea to Launch in 50 Days. Her goal: to help entrepreneurs ditch busy and achieve financial and lifestyle freedom.Kate's Tips:Have the right Systems in place to create efficiencies so you can Grow!Focus on just one thing at a time. With all of the programs, courses and membership sites that make up the Entrepreneurs on Fire domain, they have never created more than one thing at a time. Plan, create, launch and measure before moving on to the next thing.Consider starting a podcast for credibility! Go to: freepodcastcourse.comCheck out the Entrepreneurs on Fire podcast with host John Lee Dumas: https://podcasts.apple.com/us/podcast/entrepreneurs-on-fire-online-business-podcast/id564001633Check out Kate's Ditch Busy podcast!https://podcasts.apple.com/us/podcast/ditch-busy/id1493463273Today's Sponsor - DesignPod Studio! An unconventional marketing, branding and design company:Check out their website: designpod.studioMentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

What are Funnels and how can they be a secret weapon in driving traffic to your webinars and virtual events?Cory Carter is the COO of Hindsight Hacking Media and Co-Host of the podcast Hindsight Hacking. At HHM they provide business coaching, sales funnels, graphics design, logo and branding work, Facebook Ads, Social Media content and execution and all things podcasting. Finding partnerships the right way and utilizing the people and other businesses to compliment your offersPhysical or digital, online or brick and mortar let's talk about increasing your visibility, traffic and salesJoin Cory's upcoming Challenge:Go to https://facebook.com/groups/now22 to register and for more details!How should people get in touch with you? https://nowmydream22.comhttps://facebook.com/groups/now22https://coryecarter.comMentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

As you transition from Live Trade Shows and Events to Virtual Events and Webinars, are you frustrated with the lack of results and ROI you're experiencing? Here are 4 Critical things you must do, shift, and focus on to see your results be maximized!!(1) Higher Your Expectations and Change Your Mindset! Changing your mindset is the first thing you need to do. No - virtual events are NOT live events. Yes - it's more difficult to interact with your attendees. But that doesn't mean you don't go into your event with higher expectations! Shift your mindset to one of positivity, and make sure that goes for your team as well!(2) Set Solid GoalsThis is a MUST for any event - virtual or live! Pick the right metric and then go after it with all you can muster! But you won't ever hit your goals if you don't have any.(3) Engage! Engage! Engage!Just like with live events, engagement with your attendees is what will lead to more leads, more demos and more sales! Figure out your technology platform and then engage with every person that is on your webinar or walks into your "virtual booth"!(4) Follow Up!Have a solid follow-up strategy for after the event. More critical with virtual events than even with live events to be memorable, timely and effective with your follow ups!(BONUS!) Hold a Contest for those working the EventYou want better results? Then hold a contest and give incentives for those who strive to hit the mark! Just be sure the contest ties directly to your goals!Let me know how you're doing during this pandemic! Connect with me on LinkedIn: https://www.linkedin.com/in/jimcermak/Connect with me on Facebook: https://www.facebook.com/james.cermak.3979Email me: [email protected] in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

FOR THE SPECIAL VIDEO TIPS OFFER – Visit: https://www.flexmediacle.com/tradeshowu/-------------------------------------------NOTE: The transcription below is from an automated transcription service. I apologize in advance for any errors.On the podcast today are Kathie Zipp and Bill Baraona, owner of Flex Media. Kathie is a writer and producer with Flex Media with a decade of trade, publishing and marketing experience under her belt. With her journalism background. She combines technical writing and creativity to craft words that help companies tell stories and market messages. And Bill Baraona has over a decade of professional video production experience. And he along with his wife, Jackie founded flex media, but he's not watching YouTube tutorials and listening to marketing podcast which constantly allows him to be trying new things like combining different production styles with emerging technologies to deliver clients type of live video event he loves spending time with his family. Tell us a little bit first about flex media and all the things that you guys do.Flex media is a video marketing company. We're located in Cleveland, Ohio. And really the company was kind of founded, at least from my perspective, when I originally started it under the idea of helping clients get more out of their videos that they were creating at the turn. At that time. I didn't really know too much about video marketing or even what that looked like. But I just knew that when a client would get a video and they had worked with the larger production house because I had worked for some in the past that they would spend 10s 20s 30,000 For a video, they put that on YouTube. And then they would get maybe 10 2030 views, most of them probably from family members and friends. And I just it bothered me that they weren't getting a return on investment. And it really just didn't make sense to me. Why would you spend all this money for a vanity piece? You know, it's more than video. You know, when people buy a product, they're not necessarily always looking for the specific thing they're buying, they're looking for a solution to their problem. So at flex media, we try and provide those solutions by implementing video marketing and strategy into our videos. Before we even start creating the scripts or creating the video that way our customers are successful with the choices that they're making and the people they're trying to bring in.I like that, and that sounds a little bit different than just as the traditional, hey, build me a video that you're actually starting with the strategy in mind for the for that your customer to really help them get out of those results. So we're thinking about virtual events. We're thinking about these these times when we are we don't we're not face to face with our customer. How can video help in that engagement and keep people engaged during the the webinar during the event, things like that.The big thing with video is and this is kind of across the industry and what a lot of professionals have said is it's the way that most people prefer to learn. It gives your mind a mental break really like you don't have to read you don't have to necessarily always be paying 100% attention because the visuals help with a knowledge transfer. So by using video in your webinars by even including it, like if you're going live, for example, and you say hey, we're gonna take a break here so I can show you a short video. There's a lot of people said there's like a, I guess, connection between watching a video and professionally and actually watching a video like a movie. So you really don't feel like you're working you feel like you're getting to kind of like slack off. But really the...

Adam Sublett is an Account Manager at Benchmark Craftsmen - a trade show display builder that has been working with some of the largest brands in the US for decades. Adam talks about pivoting for survival during this pandemic.Adam started full time at Benchmark in 2007, but has always been involved in the industry being third generation in the business. His career started on the service side supervising installations and dismantles of tradeshow booths and other exhibits all over the country. After that, Adam took what he learned on the road and relayed that experience into managing production for the better part of a decade. He has managed key accounts for the company over the past few years including Diebold Nixdorf in North Canton, Ohio and Harley-Davidson Motor Company in Milwaukee, Wisconsin. Most recently, Adam has been focusing on the overall operations of the company.Adam's top tips:Tip #1 – Be steady and kind. The work we do in the trade show industry is challenging enough, certainly it can be stressful at times – a bad attitude makes that 10x worse. That’s something I have been trying to work on myself over the past few years (some days are better than others, admittedly). Try to have some fun with it all.Tip #2 - Travelers out there – keep a notebook and write down all the cool restaurants or scenic spots that you go to. I feel like I failed miserably at this early in my career when I was traveling a lot – I would go to some great restaurant and never bother to write the name down. I would always try to remember that spot the next time I was in that particular city – and I never could. I worked with a guy that did actually keep a restaurant journal and now I have to bother him every time I travel and get the name of a cool spot in Chicago or Atlanta.The top 1-2 takeaways you have for the listenersI think as an industry, we find ourselves in a frustrating situation that we can not just work harder, or longer to fix the problem. Our industry is not loaded with patient people, I know I am not – but that is what we have to do right now. We are born problem solvers, so it is hard for us all to sit and spectate from the sidelines.I think that our community has been impacted harder than most other industries during this time. We were one of the first to be shut down and will most likely one of the last back to relevance. I think it’s important to reach out to our elected officials and ask that they support the live events industry in the coming months. For so many small businesses, it is literally one day at a time and we will need the help to stay alive until live events return.Check out the HiVe 360 demo:https://benchmark-virtual.com/DEMO/The HiVe 360° online experience is a tool to communicate, connect and engage. HiVe 360° expands your message.Our goal is to merge the practicality of a live event with the functionality and innovation of the emerging virtual technologies.Using your investments in custom event assets as the building blocks these will be pre-set, merchandised and digitally captured using your existing and new properties and demos to create an exclusive experience reflecting what your customers are familiar with.The hybrid approach of functional reality and virtual engagement brings the hybrid event platform to life without feeling like a video game or phone app.How to Get in Touch with Adam:[email protected] Sublett on LinkedInMentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel...

Never thought 5 months ago we would still be in a place where we didn’t know when live events were going to be back full steam again. Thought a month or two at most, but we were all wrong – and not in a good way. So where are we headed? What are the emerging trends in the industry? I’m going to talk about 5 trends I’m seeing – and these are backed by industry research. But before I get to that…Over the past few months I have had people ask if I was going to continue doing my podcast since Covid wrecked the trade show industry. And I gotta tell you – I wondered that myself at the beginning. Many stopped listening, but many new listeners came around when I started doing more episodes about virtual events and how to get the best results from those. I never stopped because so many depend on trade shows coming back. And I know that live events will come back eventually, and companies are going to need help more than ever doing them right and getting the info on how live events will be changing! But the reason Why I do this podcast has not changed from day 1. I saw an opportunity to help companies get better results from their trade shows, conferences and events. I would see exhibitors make the same mistakes over and over at every single show leaving with results far below what they could get. I thought, you know what Jim – these companies could probably double their results if they just knew how to do things better. So I created this podcast and continue adding value every week just to help you all. I want to see you win! I don’t ever put out an episode with the intention of giving no value. I’m sure some resonate more than others. But I just want to help!! And right out of the gate I got testimonials of real results coming from the information in the podcast. That is awesome! And now I’m hearing of results coming from virtual events as well.So I want to ask you 3 quick easy favors.1.     Let me know how I can help you. What are your biggest challenges when it comes to trade shows or virtual events? What are you struggling with most? Please let me know so I can hit those topics or bring on the best experts to get the answers you need! Search for me (James Cermak) on Facebook, connect, and shoot me a DM! Or email me at [email protected].     Please share this podcast with others! Who do you know that’s in business that does 3.     Please subscribe!And if you haven’t gotten my absolutely free Goal Setting Workbook for Trade Shows – get over to my website at tradeshowu.biz and put in your email! Then I’ll email you your guide in 24 hours – just be on the lookout for an email from me! Ok – so for those of you who have hung with me throughout this crazy journey – thanks! And for those who are just now coming on board, go back and listen to past episodes and learn! Take notes! I have had people say it’s like a Masterclass on Trade Shows. That’s why I say I’m here to help you get your PhD in ROI!But right now today in August 2020, where are we? Still so many unknowns. It’s really frustrating. Virtual has become the norm for trade shows, conferences and events for right now.I was listening to an interview yesterday with John Maxwell, one of the world’s top experts on leadership, and he said something that really spoke to me. He said think about being in an unknown place and you have to head home, it’s night, it’s dark and no streetlights. Your headlights on your car will only shine about 300 feet, but that’s enough to get...

How do you monetize a virtual event? You’re still putting in a lot of time, money, energy and resources, and now in a new platform that you’re not completely familiar or comfortable with. So you may need to recoup some of those costs or how about even making a profit?? Some of you considering a virtual event may be a single company looking to reach out to your audience. Others of you may be trade show organizers trying to make the change to virtual events.But talking with some folks who are going virtual for the first time, they are having a really tough time getting vendors and companies that were sponsors in the past for live events to sponsor virtual events. Some just don’t understand what they can get for their money, what kind of exposure they will have – and its up to you as the event organizer to educate them on this. That is your only chance.1.      Show value to the sponsor2.      Make the amounts appropriate. Your costs are probably going to be considerably less, so if you charged a sponsor $5000 last year to sponsoring a networking event, maybe bring the total down to something more reasonable. You can still make the same profit from your event!3.      Appeal to continuity of long-term sponsors. Important to continue building relationships – especially during this time4.      Consider bartering, trading in-kind servicesWith the world and business landscape changing, Companies all over are looking for new ways to reach out to new customers. Make it easy for them!So what can you offer to potential sponsors? Many of the traditional sponsor opportunities aren’t available – or are they. Things Like lunch, lanyards, tote bags and more may seem unavailable but I’m hoping to get you to think in new ways today!So here’s 9 Creative ways to offer sponsorship opportunities for your Virtual event. Many of these are creative takes on what is done at live in-person events. So be sure to not stop at just these 9 – grab your team or reach out to your vendors and past sponsors and brainstorm new ways and opportunities to make this a powerful event for all!1.      Mail out an event Program – this can be extremely powerful! At in-person events, there typically is an event program handed out to everyone. Many of these never get read, or maybe just skimmed over. But with a virtual event, having a physical program arrive in the mail will grab people’s attention! Not only will they read through it prior to your event, but you can reference it often during your event. Love this!2.      Mail out sponsored gifts – use your creativity to send out logo’d items that meet the theme of your event or bring value to your attendees. Or can be special ones just from your sponsors.3.      Event Swag Bag – you know the tote bag or backpack full of literature and promo items you get when you show up at an event. You can do this! And you can do it physically or digitally.·        To do it physically would be how show organizers do it today. Have sponsors pay to have their literature or giveaway items put into a special event bag – and that bag would be mailed out to all attendees. Again – having something show up in the mail can have tremendous impact. ·        To do it digitally means that everything your sponsors would include in the swag bag would be digital or electronic. Things like pdfs of literature, access to white papers or exclusive videos and training, discount offers, e-gift cards and more. Get creative and offer value to your...

Head with me to Charleston, SC to Hall’s Chophouse! Hall's Chophouse is a 5-star, family-owned and operated restaurant in downtown Charleston. They are known for their steaks, service and overall great food.So how did this amazing restaurant teach me so much about getting better results at Trade Shows and in Business? Let me go through my experience again and tell you some powerful takeaways you can use.Waiting in line outside when one of the owners – a member of the Hall family – popped out of the door and greeted every single person in line.  --- How are you greeting people at your exhibit? Do they feel special? Or like just anyone else? Or like they’re bothering you? Be happy and excited! If you knew that this was going to be your best customer ever, how would you greet them?---  If you’re running a promo like a prize wheel or something that causes a line of people to form, send someone out to greet each person and thank them for coming. Also get them qualified and ask them questions while they’re standing there.---  Think about it – at Hall’s, it was my first time being there and I’m waiting in line outside. My first thought was, maybe we should go somewhere else. But when someone came out and greeted me and sincerely thanked me for being there, there was no way I was getting out of line.Inside there was a jazz trio playing right by the door, and A lot of talking, a lot of laughing, smiles, people all around having a great time.  ---  So how are you setting the tone at your booth?---  What’s the atmosphere you’re setting at your booth? The lighting, the mood of your staff, the messaging, the colors. Is it inviting? Does it draw people in? ---  How about this question – if you were walking by your booth, would you want to walk up to it?Once seated, had two people serving our table. Again – setting the tone that this would not be average service. --- Do your customers know more than just you at your company?Brought out a cutting board with several steaks and our Main Server went through their specials describing each dish in a way that made your mouth water.  ---  How are you describing your products and services? Are you separating yourself from your competitors, or fitting right in with the pack?---  Think about it – you may have the best product on the market, but if you’re just using generic terms to describe it, then you’re now a commodity. And you’ll be fighting on price instead of getting a price you deserve.Everything that arrived at our table was a feast for the eyes!  ---  Are you putting your best foot forward? Does your booth look good? Is your literature neat and filled? Are your giveaways neatly placed out? Did someone leave a coffee cup in the middle of your counter? Be sure to have someone in charge of getting the booth straightened up and keeping it looking the best at least a couple of times during the show.And of course, the food tasted as good or better than expected.  ---  Make sure if you’re doing product demos that your product works! I have seen things go wrong a couple of times over the years. One time the product which was sent out to do demos was defective. So frustrating! Another time saw a company with a software product and they were relying on their own internet hotspot to run their demos. However in the hall the internet reception was horrible. So they kept getting stuck. Not a good look and can be avoided! ---  Here’s a Pro Tip – if you are going to be relying on internet service, go...

Welcome to TSU. This is going to be a different kind of episode, but we are in different times right now! I’m going to give you a quick update on what is happening out there in the Trade Show and Live Event industry, share some comments from one of the industry leaders, and then give you some words to help fuel your results.If you’ve been listening to some of my episodes over the past few months, you know I am a big proponent of getting back to live events. I’m also a big proponent of getting results! I understand that right now for the vast majority, virtual is where its at. That’s why I have been featuring tips and techniques for getting better results from your virtual events. And I’ll continue to be doing that and featuring new platforms and initiatives in the upcoming months.However, I want to point out once again how critical it is to get back to live events. There are so many jobs affected and so much economic impact not gained whenever a live event is cancelled.It starts with the event venues and their staffs, the marketing and planning companies, the printing and display companies, everyone involved in travel – including airlines, rental cars, uber and taxi, hotels, parking, restaurants, catering, and the list goes on and on. Not to mention all the tax benefits an influx of cash does for the host cities. Back in Episode 41 I had on 3 leaders of the Go Live Together initiative including the CEO of IAEE, CEO of CEIR (Center for Exhibition and Industry Research) and Sr. VP of Strategy for Freeman. They talked about the over $1 Trillion impact live shows and events has on the world economy. $1 Trillion! Think about that number. And over 1 million jobs affected. So virtual is great, and it’s getting more effective. And you gotta take advantage of every opportunity that comes your way. But it’s never going to completely replace the opportunities and impact of live events!Here’s the kicker – and it was brought up in the Go Live Together episode. Think about those serendipitous opportunities – those chance encounters that just happen. Someone you sat next to at lunch or at a workshop or wherever. Those simply don’t happen virtually.And how about the small company you never heard of that lands a huge account because they were at the show and did something to grab the attention of an attendee. Or the huge account was that person they sat next to at lunch! All these opportunities pretty much disappear.Health and safety is the main hurdle right now. Show organizers around the world, and organizations like Go Live Together, are working with each other and with government leaders to make these venues and events as safe as possible so we can get people working again, get that $1 Trillion back into the economy, and get the opportunities back for everyone.In a research study just done recently by Enigma Research and Exhibitor Magazine they state that 89% of people who have traveled to a live event in the past 2 years would travel to another event in the future. So the desire is there! I encourage you to go back and check out Episode 41 on Go Live Together – such an important episode! And if you are doing Virtual trade shows, I have several episodes with tips and tricks to get the most out of these events.Before we go on to the next topic, let’s talk about something that plagues so many exhibitors out there – and that is having results that underperform and are underwhelming. You know the #1 reason companies underperform at shows? The #1 Reason why companies don't get the results they want from these events is that they don’t set good solid GOALS!I’m here to help IMPROVE YOUR RESULTS! 👈Get my exclusive Ultimate Goal Setting Workbook for Trade Shows, Events and Expos at NO

Eddie Thomason is a best-selling author and inspirational speaker who helps empower youth and young adults to shed self-limiting beliefs to pursue a life that they’re passionate about living. He is a connector of people, and knows all about the importance of mindset.Eddie's Top Tips:- To best engage with your audience, share Your Story. Your story helps start the relationship building which is critical to sales.- Products Tell – Stories Sell!- You don’t get what you Want in life…You get what you Expect! At Trade Shows, if you expect to have a bad show, you’ll have a bad show. Expect greatness!!- Always be thinking, “How Can I Serve?”- Leave A Legacy! What is your brand?? Get Eddie’s Book Unlock Yourself: Go get Eddie’s book: Unlock Yourself: How to Earn the Success You Were Born to Create  bit.ly/unlockyourselfbookAlso, there’s a free workbook to download @ https://eddiethomason.com/unlockyourself where they can APPLY the knowledge they learn inside of the book.Contact Eddie and to learn more:Call or Text: (607) 624-4168Email: [email protected]: Eddie ThomasonInstagram @eddiethomason_Facebook: @thomasoneddieYouTube: Eddie ThomasonMentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

Go Live Together is a critical and growing initiative which has the potential of over $1 Trillion in Economic Impact, plus positively impacting literally millions of jobs around the world who are part of what they are calling the Live Events Ecosystem.Honored to have these 3 leaders as my guests today:Cathy Breden - CEO, Center for Exhibition Industry Research Foundation (CEIR) – Exec Vice Pres/Chief Operating Officer at International Association of Exhibitions and Events (IAEE)In her work over the past 12 plus years with CEIR, she has been leading the primary research studies that prove the effectiveness and efficiency of exhibitions as a marketing medium. She and her team then incorporate those findings to promote the image, value and growth of exhibitions.Sue Sung – Senior Vice President of Strategy at Freeman, a global brand and leader in the live events industry. If you have any experience at all in planning exhibits for any period of time, you most likely have worked with Freeman in some aspect. In her role, Sue works with senior executives to set the strategic direction for the company. She partners with business leaders to identify, develop, and execute programs that drive performance in support of Freeman’s overall goals. Sue has extensive experience in strategy consulting across a broad range of industries, and is making a difference in the trade show and live events industry.David DuBois is the President and CEO of the International Association of Exhibitions and Events® (IAEE).As IAEE’s president, DuBois is responsible advocating for the industry and the organization’s members, providing organizational leadership and strategic counsel to the board. Also, he serves as the association’s representative with industry coalitions, partner organizations and strategic alliances. In other words, he’s going out every day sticking up for all of us in the industry! In 2019, DuBois was inducted into the Events Industry Council’s “Hall of Leaders,” one of the industry’s most prestigious honors.WATCH THIS VIDEO: https://www.freeman.com/insights/what-the-future-of-events-will-look-likeHow did the idea of Go Live Together come about?We knew we had a responsibility to the live events industry (and to the economy at large) as we navigated the unprecedented impact of COVID-19. We wanted to do what we could to prepare for and accelerate recovery post-pandemic, and knew that our collective impact and message would be greater than individual ones. From there, we formed the coalition and have seen an outpouring of support across the industry. Why is this initiative so important for the industry?Go LIVE Together has assembled leaders from across the diverse and vibrant live events ecosystem to drive local, state, and federal legislative actions that will not only be critical to our ability to put millions of people back to work, but also for our country’s economic recovery.The beauty of the coalition is that it is not anchored to any one company, but truly represents our collective industry. How did you get such key industry associations and partners to get involved?We engaged with leaders across the events industry, and word spread quickly across social media as well. People believed in our message and goals and were eager to get involved. Go LIVE Together now has over 1,500 organizations representing tens of thousands of companies and millions of jobs, and over 2,500 members. What are the main goals of Go Live Together?Go LIVE Together focuses on...

Ben Thomas currently serves as the Sr. Director of Publishing for MarketScale, a B2B publisher and strategic marketing firm, overseeing 16 publications. He has over a decade of award winning experience in visual direction and media creation for large scale events, Over The Top & live streaming platforms, marketing, network television, and social media. Ben decided on his career path at the age of 7, and to date has led some of the most influential brands in the world to billions of content interactions.Ben's Top Tips:- Think about what your audience wants to see or learn.- Remember to Educate, Inform and Inspire!- Try going LIVE! Grab your phone, do a Zoom call live, or if you are too apprehensive to go Live, record a video and then work the chat during the "live" broadcast- Don't replicate what you do at Traditional Trade Shows. This looks like you're not making any effort. Have to do more to Engage with your audience!- Own your channel! Learn more about BrandLive: Visit: https://www.marketscale.com/solutions/live-video/Contact Ben and to learn more:Email [email protected]: https://www.marketscale.com/Mentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

The Trade Show industry is moving toward Hybrid Trade Shows and Events, but what are they? And could they be our Future?Welcome to Trade Show University! I am your host Jim Cermak and we continue to talk virtual as the entire trade show industry continues to morph and reinvent itself. Ultimately we will get back to live events – we need to get back to live events! So much of the economy relies on live events happening. In fact – there is a new effort happening called Go Live Together (https://www.golivetogether.com/) which is being spearheaded by leadership from some of the largest trade show industry associations! I am super excited and honored to bring you a special episode in a few weeks featuring an interview with some of the people behind Go Live Together – you will not want to miss that very important episode! So be sure to subscribe to Trade Show university on iTunes, Apple Podcasts, Google Podcasts, Spotify, Stitcher, or wherever you listen to this podcast!Also please stay tuned to later in this podcast where I’m going to give share a story of how an organization put on a successful trade show in the middle of Covid! You will learn so much about what you can possibly do right now.Before we dive in to today’s main topic, let’s talk about something that plagues so many exhibitors out there – and that is having results that underperform and are underwhelming. You know the #1 reason companies underperform at shows? The #1 Reason why companies don't get the results they want from these events is that they don’t set good solid GOALS!I’m here to help IMPROVE YOUR RESULTS! 👈Get my exclusive Ultimate Goal Setting Workbook for Trade Shows, Events and Expos at NO CHARGE!! 🔥This Workbook takes you through the SMART Goal setting process for: ✅ Creating your Main Metrics ✅ Pre-Show Goals ✅ In-Show Goals ✅ Post-Show Goals ✅ Individual Goals ✅ And more! ⭐️ Plus a BRAND NEW section on Must-Do’s for VIRTUAL Trade Shows & Events!This will be a tremendous resource for your company that will help you Improve Your Results. Plus you get it absolutely Free!💥 Just go to www.TradeShowU.biz to get your copy!! Get it today because this is the kind of information that can literally double your results! So pause this right now, and get over to tradeshowu.biz!Okay so in today’s episode we’re going to be talking about a fairly new trend that is popping up in the trade show world, and that is something called Hybrid events. Like I said we need to get back to live events, and as cities are starting to open up organizers are looking to schedule their in-person events. But as they begin planning, here’s the million dollar question – will anyone come? Will they get the number of exhibitors they have previously? What will the attendance numbers be? So many unknowns as many companies have decided to not exhibit for the foreseeable future, and many attendees aren’t going to take the risk. And even those who are open to exhibiting are asking if its worth it if the attendees don’t show up and vice versa. So here’s what’s going on. Since Covid started, we have all seen a switch to virtual online events. They’re getting more doable, new software platforms and new capabilities are coming on line.  They have quickly become the norm. Plus just because attendees aren’t comfortable with or question the value of attending doesn’t mean they don’t WANT to attend!So the transition to Live events has become a

Here are the Top 10 Must-Do's for having a successful and engaging Virtual Trade Show!!1-Know your audience--  What are they looking for that you can offer?--  What are they going through? Especially now! --  Set the right time of day – is audience business or consumer? Local, regional or global?    2-Set your strategy--  First – think about how you usually do trade shows. Or what your best trade shows brought.  Make sure you try to work as many of these aspects into your virtual shows.-- One time live or replays available?--  What do you want people to leave with?--  What do you want people to do? Call to Action!3-Set goals--  What will equal success?--  Don’t just do something and say Yup! We had a virtual trade show! There’s got to be something measurable.--  If you’re ever investing time and money4-Promote promote promote!--  Social media, email, banner ads, etc.--   Give incentive for people to attend5-Get people to register for the event--  Whether free or if you charge, getting people to register allows you to set your expectations-- Plus once they register, they are more likely to show up--  IDEA – get their physical address and send them something in the mail ahead of time! Mail out an agenda and maybe a promo item. You have some of those sitting around?6-Find a sponsor or two--  If you’re doing this by yourself, reach out to a vendor or partner and get them to sponsor your event.--  Great promotional opportunity for them, plus helps you do more--  They can sponsor your pre-event or post-event mailing7-Get interactive--  As people join in, call out their name! We love hearing our name, and it lets us know this event is actually live!--  Not just be interactive, but encourage engagement! Give opportunities!--  If you are planning on using the chat feature, make sure you have a moderator monitoring the chat to bring up questions and talking points--  Call out people who ask questions or make good points. If your software allows, open up their mic for a quick discussion or bring them on screen with you.--  Run quizzes, games and polls to get people involved--  Networking opportunities8-Go through it completely with your team ahead of time--  Don’t have the first time you run through be in front of your live audience--  Work through any tech troubles you may have--  Have people tell you if they are engaged or if they want to go do something else--  Are your slides or graphics easy to see and read? Less words per page, more pics  9-Know your tech!!--  What features are you planning on using? There are so many available today.--  If you will be having multiple speakers, know how to smoothly go from one person to another.--  Make it super simple for your attendees to register, log in, interact – whatever you want them to do!10-Other fun ideas--  Did your company usually sponsor after hours networking events? You can still have one! --  Can even send out a special box with a bottle of wine or beer ahead of time for them to enjoy during the event!--  If it’s a longer all-day event, send out a boxed lunch to your attendees--  Send out some swag ahead of the event and have drawings for those who wear or...

Ep 037 - The Power the Inquisitive Culture - Your Secret WeaponKatherine Miracle MBA, award-winning Keynote Speaker and Marketer is the Founder and CEO of Miracle Resources. Katherine and her team have created campaigns that have increased revenue and strengthened teams for over 100 brands. Katherine is the Author of 4 books that are used by her 54 trainers in the Brand+Team=Revenue national training program, including her latest book, Inquisitive Culture, which we dive into in this episode. Get Your Copy of Inquisitive Culture here: https://www.amazon.com/Inquisitive-Culture-Communication-Revolution-Challenges/dp/1977223478How to Contact Katherine Miracle:Email: [email protected]: http://www.katherinemiracle.com/Miracle Resources: https://www.miracleresources.com/Mentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

Ep 036 - Coming Out of COVID - Tips for Virtual Events and Why Getting Back to In-Person Shows is Important** This Episode Sponsored by Audible! **Get a Free Audiobook and a Free 30-day Trial by visiting www.audibletrial.com/tradeshowu ---------------------------------------------Let’s talk about what’s happening right now in the Events industry. The events industry is hurting! And there are so many businesses involved when you really think of it.  One big national show can bring business to the convention space, catering, restaurants, transportation, hotels, airlines, parking, and so much more. If we want our economy to truly rebound, then we have got to get back to having in-person trade shows, events, conferences and expos again!I have heard some companies say they really don’t want to exhibit at trade shows going forward because they don’t get the results, and they were able to save a ton of money by not going to a show. If you are not getting the results that’s typically not the fault of the trade show. That means you aren’t planning for or working the shows the right way.If that sounds like you – then contact me right away. Send me an email to [email protected]. Explain your biggest struggle. And just for reaching out I’ll send you my Ultimate Goal Setting Guide for Trade Shows. We as exhibitors need to get better at serving the attendees!Let’s go back to what Trade shows and other events mean to the economy. $101 Billion industry!Airlines, Hotels and Convention Centers are committed to keeping people safe and healthy! They are investing millions into developing new standards, new cleaning products, new procedures, and training their staffs. And you know where probably one of the safest places is in America right now? A hotel room because people haven’t been in them in months!! There’s a great article from Trade Show News Network which goes into great depth on what hotels, convention centers and airlines are doing. Fascinating read and I’ll drop the link to the article in the show notes.https://www.tsnn.com/news/how-hotels-convention-centers-and-airlines-will-keep-travelers-safeSo we need to get back to these in person events not just for the industry, but to help make connections and build relationships. Face to face is where it’s at! Just can’t grab a drink or go to dinner with someone after a Zoom meeting. Plus there are so many other benefits of in-person events.But live events are still at least a few months away. And I know companies that said we are too concerned about our employee’s health and safety to travel for the rest of this year. I get it and totally understand. But please make the commitment in 2021 – if this health crisis is over – to get back to these events. And if you don’t believe the ROI is there for you, and that’s why you’re not going to live events, contact me. I can help double results.But for now, we have a lot of virtual events happening. Many webinars. I can probably fill up most weeks with all of the webinar invites I get. So how do you make the most of Virtual events?As an Exhibitor:·       Learn all about the audience. You have to do an even better job connecting with someone through a screen and maybe you’re reduced to the size of a 3”...

Ep 035 - Answering Listener Questions #2!This Episode brought to you by...My new Podcast - the Bizfire Business Spotlight! It's a unique marketing tool for amazing Small Businesses!Go to IWantTheSpotlight.com to see all you get, and to check out a sample podcast episode.Type TRADESHOW in the Offer Code box for 25% OFF!!----------------------------------------------------Question #1 – I’ve only exhibited at one show, and got few legitimate leads. I don’t think I want to try again.o  Did you have any specific goals, and a way you were going to reach those goals? If not, this is where you need to start. You have to have a plan, and You get what you measure! o  Were you at the right show? Many times we pick the wrong show with the wrong audience and we do end up wasting valuable time and money.o  If you had the right show, and had set goals, then time to look at you and your staff. Were you engaging? Did you do what it took to engage with the right attendees?o  If you have questions like this – send me an email at [email protected] so I can help! Question #2 – I have exhibited at several Senior Expos and Health Fairs? Seems like this is just a trick or treat for attendees and they don’t want to learn about what we offer – they just want the free stuff and don’t feel they need what we offer. What would you recommend?·       Every show definitely has its share of trick or treaters. That’s ok – just let them have your stuff! ·       But make them work for it! I will get you our giveaway, but you have to answer one question: Qualify them!·       There are three ways to get people’s attention:o  Emotiono  Logico  Fear - this may be the way to go Question #3 – Often difficult to get in front of the right contact. Waste so much time in the follow up.·       This is a great question, and I’m sure most if not all of us have experienced this.·       After the show you’re excited to follow up with the people you met at the show and you get “Not interested” or “I’m going to have to run this past my boss.”o  Make sure they are the decision maker or part of the decision making processo  One simple question at the show will help you.o  Ask – where do you fall in the decision making process? This is much better than asking “Are you the decision maker” because they may not want to admit that they aren’t.o  Their options may be I’m the lone decision maker, I’m part of a decision making team, I’m gathering information for the decision makers, I’m not part at all.o  If they answer I’m gathering information or I’m not part, then ask – who is the person I need to speak to?·       So the best way to get in front of the right contact is to ask the attendee if they are the right contact, or who that contact is. Mentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast....

Ep 034 - The Potential of Account Based Marketing for greater Trade Show Results!Carman Pirie is the co-founder of Kula Partners, an agency that helps leading B2B manufacturers craft digital experiences that transform how they engage buyers, serve customers, and outpace their competition online. He’s also the co-host of The Kula Ring podcast for manufacturing marketers. Combining three decades of marketing and communications experience with a distaste for the ordinary, Carman joins us to share unique insights on B2B marketing and sales.Carman's Top Tips:- Know who you want to sell to before you start- Trade shows start before they start and end well after they end- Don't ignore digital lead capture along with tightly aligned sales enablement and marketing automation- Getting good at taking an account-based approach to trade shows makes you less reliant on trade shows Carman's top 2 takeaways for the listeners: - Get really good at trade shows so you may possibly need them less- Account Based Marketing = better marketing & sales alignment Contact Carman and to learn more:Visit: https://kulapartners.com/Mentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

Episode 033 – Top 8 Tips for Efficiency and EffectivenessYou want to get more leads, more sales, do more demos? Then get more efficient!!1.    Bring a tote of fix-it items2.    Take pics of all show docs and keep in phone, as well as contact info for show contacts3.    Consider using a Brand Ambassador4.    Memorize a scriptFrom the opening questions to the quick description of your company or product, you should know what to say and say it the same way each time. This will help you be more efficient and not ramble on.And have short, quick answers to popular questions. This takes planning and practice! It’s much easier to give long, rambling answers. Takes time to create short, succinct answers and statements. But it’s worth it!5.    Ask someone’s name and then Use it6.    Learn about the attendee first7.    Avoid small talk8.    Keep good notesLast thing you want is to get back after a show with just a business card or contact info without any detail.Whether its writing on back of a card, or in your lead retrieval program or however you’re collecting info, make good notes!Special FREE Offer!!Go to tradeshowu.biz right on the home page, sign up for our newsletter and I’ll send you at no charge my Ultimate Goal Setting for Trade Shows Workbook!Mentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

Trade Show Exhibitors are getting targeted for scams every day! If you're an exhibitor, know that you have a big target on your back for scammers!In this episode I discuss some common Trade Show Scams and How to Avoid ThemHotel Room BookingEmail List SalesCharitable causesMentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversityFree Video Training - How to pick the Right Trade ShowFree Video Training - How to Pick the Right Trade Show! Or, if you have already selected a show...How to know if it is the Right Trade Show for your business. You have too much on the line to select the Wrong show!! I give you the 7 Questions you NEED to ask to be confident you have selected the right show! To get immediate access, go to tradeshowu.biz and sign up for the email newsletter right on the home page! That's it! Tradeshowu.biz

Episode 031 - Mastering and Understanding Emotions & Facial Coding for Trade Show Success!Interview with Dan Hill, PhD, owner of Sensory Logic, author of 8 different books, and emotions expert who has appeared on Fox News, NPR, USA Today, and dozens more media outlets.How to contact Dan Hill:https://www.sensorylogic.com (website)https://emotionswizard.com (Faces of the Week blog series)[email protected] (company-based training sessions)Phone: 651 434 9285Linked in – https://www.linkedin.com/in/dan-hill-emotionswizard/https://www.sensorylogic.com (website) https://emotionswizard.com (blog series) [email protected] (company-based training sessions) 651 434 9285 Linked in – https://www.linkedin.com/in/dan-hill-emotionswizard/Mentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

Ep. 030 – Sponsoring – What to Do and What to Avoid *** Sign up for the Trade Show U weekly newsletter and get special weekly Pro Tips that will make a difference in your business, be able to listen to episodes ahead of everyone else, and get notified of new tools, giveaways and challenges!Head over to www.TradeShowU.biz, scroll down the home page, and enter your name and email! Easy peasy!! ***Let’s dive in to today’s topic which is Doing Sponsoring RIGHT!Before I get started going through the various types of sponsorships available, you need to figure out why you want to invest in sponsoring at a show. How will your company benefit? What are your goals? Sponsorship opportunities can be from cheap to expensive, but most are usually a lot of money relatively speaking. You could actually spend more on a sponsorship than you do for your booth space! So before you pick type of sponsorship you need to figure out why.There are Three main reasons why you should sponsor. To support the organization putting on the eventFor marketing purposesFor brandingIf you choose to sponsor for marketing or branding, then you need to figure out how to set goals and measure your ROI. Also – is the audience at this show your ideal target audience? If no, or you’re not sure, then you can be throwing money away on marketing to people who will not be buying from you. Invest your sponsorship money at shows that have the most of your ideal customers and prospects there.Also important:What all are you getting for your sponsorship dollars? How will the show be supporting you? Will they be also mentioning your sponsorship on their website, in the show program, on signage at the show, or in pre-show and post-show marketing?NOW...take time to think about the shows you have been to. Think about the sponsorships you have seen or remember. Maybe a company sponsored a lunch or networking event. Or the logo you find on the lanyards everyone is wearing. And there’s so many more. Which made an impact? Do you remember the sponsors? Did they do anything special?Now if you have committed to sponsoring at an event, here are the things you MUST consider and implement to maximize your results. If doing a product – lanyards, show bags, water bottles, etc. – make sure its something that will get a lot of impressions. Everyone wears lanyards, and most people will be carrying around the show bags so your logo will be seen a lot during and after the show. Pass on water bottles or any other consumable or things that will be discarded.If doing an event – like sponsoring a lunch, dinner or networking event – make sure you have the opportunity to address the people in the event, to thank them for coming, and to give...

Episode 029 - Tips for Networking Like a ProInterview with Kelsey Loushin, Owner of Eldercare Professionals of OhioContact Kelsey:Call Kelsey at 440-212-4987E-mail [email protected]  She can be reached through her website, www.eldercareofohio.com. Facebook group and twitter at kelseyloushinMentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

Episode 028 – Virtual Trade Show Options - The Lockdown EpisodeEverything has shifted in the trade show and event world. We’re a world in lockdown and trade shows are all postponed for a few months.You need to make up for the lost opportunities from not being able to go to one or multiple shows, what options are there?-----------------------------------------If you’re a small business or you want someone to bounce ideas off of or brainstorm, reach out to me and we can jump on a zoom call together. My years of experience can help you explore new and innovative ideas! Send me an email at [email protected] to inquire or get a session scheduled!-----------------------------------------First – make a commitment that you will not let this set you back! Yes, the opportunity to get in front of your customers and prospects at the trade show was taken away for now, but all that means is that you need to get creative in figuring out new ways to get in front of those customers and prospects! So no matter how you do it, just do it!Reach out to the show management of the shows that were cancelled or postponed. Ask if they have any resources available to exhibitors like – ·       registration list·       exhibitor list (if it’s not already on the show website)·       opportunities to reach the registered attendees like email blasts, advertising, webinars or virtual workshopsSo start there. These organizations want to keep you as engaged as possible so you stay an exhibitor when the show is rescheduled.VIRTUAL OPTIONS:-- A virtual walk-through of your trade show exhibit. The user will lead the experience, choosing to view the information on the products or services that are of interest to them, and being able to ask questions or even chat real time. -- A more simple self-guided tour. Create an intro video welcoming people and letting them know what they can experience. Then have separate videos for them to click on to see all you have to offer.  Do product demos just like you would at a show. This can be very simple if you already have videos, or you can quickly pull some together and have a new web page designed.-- Set up your booth just like you would at a show, set up a camera or your phone, and do a live interactive event on FB Live, YouTube live or other social platform. Do a ton of pre-marketing to get people registered and there when you go live. Have some presentations ready to go through, and take questions from the viewers. -- Create one video going through everything at once. It can be effective, but its not interactive, and unless the videos are short or super engaging, then you’ll have people drop off after 5-10 minutes on average. -- Reach out to key vendors or partner companies to do something together. This will also give you the opportunity to reach a wider audience as you can combine your in-house lists and followers on social media.If you were scheduled to give a presentation, lead a workshop or be a member on a panel, then get that information out to your audience! Turn your presentation or workshop into a webinar, or record yourself giving that presentation or workshop and get the video out there. If you were supposed to be on a panel, reach out to the other panelists and see if you can do the panel virtually via a zoom meeting, fb live, Instagram TV or whatever platform your target audience uses! Repurpose content you already have developed. This can be webinars, videos, white papers,...

Episode 027 – Giving Presentations that SIZZLE – Top Tips from Bridgett McGowenBridgett is an award-winning international professional speaker; a 2019-2020 Forbes Coaches Council official member; the owner of BMcTALKS Press, an independent publishing company; and the founder and owner of BMcTALKS Academy where she helps professionals be the most engaging, dynamic, incredible communicators ever! ** Special Offer!! **Get 20% off your AUTOGRAPHED copy of any of Bridgett’s books: ·      Show Up and Show Out: 52 Communication Habits to Make You Unforgettable ·      REAL TALK: What Other Experts Won’t Tell You About How to Make Presentations That Sizzle·      Rise and Sizzle: Daily Communication and Presentation Strategies for Sales, Business, and Higher Ed Pros·      Own the Microphone: How More Than 50 of the World's Best Professional Speakers Launched Their Careers (And How You Can, Too!) Visit www.bmctalks.com/store and enter coupon code POWER at checkout to receive 20% off.Bridgett’s top tips for Trade Show U listeners:  --- In your presentation, give everyone a reason to lean in and listen to you.  --- Immediately solve a mystery, answer a question, and tell them what they will know or be able to do as as result of listening to you, and do all of this before you even say your name.  --- At your booth, listen more than you speak, and use the acronym B.I.G. when you talk to trade show goers:  Find out what’s the other person’s line of BUSINESS and what BREAKTHROUGHS they’ve had at the conference, what INFORMATION have they gotten that INSPIRES them, and what are their GOALS.  --- Work not to sell people anything, but work to have a conversation that leads to the start of a relationship. --- Make every interaction the most important one of your...

Episode 026 – Tips & Tricks to Rock Your Booth Placement Booth placement and selection is just like real estate - it's all about Location, Location, Location! But isn't there more to it than that? Absolutely!Here’s some valuable Tips for selection and placement of any size booth – whether you have a small 10 x 10 or table top, all the way up to a large stand-alone booth.  --- Get as close to the main entrance as possible – or any entrance if there’s multiple. This will increase your opportunities for strong attendee flow--- Know your choices and be flexible. Say you were planning on a larger booth but the only spaces left were near the back of the show. But by going with a smaller booth you can get a much better location. Is this an option for you? May be worth it.--- Other good choices would be near where traffic is likely to flow – food vendors or dining areas, breakout rooms, or even restrooms. Just know that typically people have other things on their minds – like grabbing lunch – than stopping by your booth. So be prepared to grab their attention!--- If you have a smaller booth like a 10 x 10 where there are many right next to each other in a row, try to select a spot at the end where you are on a corner and again have more opportunities for traffic flow coming from two directions--- Make sure you are not right next to your competitors!--- Understand where barriers in the room may affect you – like large support columns. I’ve seen booths get nearly blocked from sight by one direction of traffic.--- Avoid if possible the perimeter rows of a show – those booths that are in the very last rows on either end, and also those that are in the far back of the show. These will get less traffic, that’s just a fact. I would rather get a booth that is further back but still in the middle rows than one closer to the front on the end rows. As the show goes on and especially on the last day or hours of a show, traffic can be virtually non-existent in these rows.So what do you do if your only choice is one of these less desirable booth locations? Other possibilities:--- Sometimes sponsors can get advance booth selection or preferred spaces--- Some shows can put booths together by industry, product type or market. That way attendees can go right to the section of exhibitors that best meets their needs. If you get stuck with a poor booth in your main category, may want to consider switching to a different or secondary category in order to snag a better booth spot.Mentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

A Prayer for the Trade Show IndustryDuring this incredibly tough time of the Coronavirus pandemic where every trade show, event, conference and expo has been cancelled or postponed, so many people are out of work.And they need our prayers.So we're praying.Please listen in and pray along.Mentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

Episode 025 - Creating Real MAGIC in Your Show Booth - with Magician Scott Tokar!Scott Tokar is a multi-award winning magician that specializes in tradeshow and sales meeting "corporate-magic”. He is the founder of the tradeshow magic group known as "Corporate-Fx”. Since 1992 Scott has helped scores of companies big and small consistently DOUBLE their quantifiable exhibit metrics at tradeshows around the globe. Scott's unique form of presentation focuses on gathering crowds in a booth, explaining the exhibitor’s sales messages in a cleaver and memorable way, and then delivering an actionable step to collect the leads for follow-up after a show. You can say Scott's real trick is making an exhibit the most memorable both on a tradeshow floor.How to Contact Scott:Website: www.CorporateFx.comPhone: 1.800.MAGIC.13Instagram @ScottTokarMentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

Is This the End of Trade Shows?Will Trade Shows and Events ever be the same?www.TradeShowU.bizMentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

Ep. 023: LinkedIn Mastery for Businesses and Trade Shows! With Heather Taylor----------------------------------------------SPECIAL PROMO OFFER!! LinkedIn Profile Optimization & OverhaulMention Trade Show University and receive $20 off!!----------------------------------------------Heather is the Boss Lady and Social Media Chick with GlitterGirl Media. She works with business professionals and entrepreneurs to help them stand out in the vast social media crowd, understand the importance of keywords and creative content when posting and to use LinkedIn as an unparalleled lead generation and sales tool.Q: What is your experience relating to trade shows? I help business professionals use LinkedIn to keep track of their trade show contacts, create a proven, repeatable process for generating leads and convert connections to real life living, breathing clients.So important to use LinkedIn to keep in touch with leads, customers and contacts. LinkedIn will help get the most bang for your buck at shows and events.Very few people use LinkedIn the way it should be! It’s more than just a place to have your resume. Not enough to just “be” on LinkedIn, but use it as a valuable tool.Q: How exactly should we use LinkedIn at shows?Most get a lead or make a contact at a show, we connect with them on LinkedIn, and that’s the end of it. We need to use LinkedIn to stay in touch, see what their interests are, and how we can best serve them. So the value of LinkedIn lasts long after the show. It’s a living, breathing tool but only has life if you continue to feed it!Most people only use LinkedIn on average of 17 minutes a month. If you give it the time and spend an hour a week, you will be far ahead of the average, and build relationships with meaning.It costs nothing to be on LinkedIn. They offer their paid upgrade service, but do not recommend doing it! So keep it free!Use LinkedIn to promote your personal and professional brand.Reach out to congratulate.Give recommendations and secure endorsements.Use for Social Selling – in the right way! Don’t be pushy.Q: How important is your LinkedIn profile? It is so incredibly important. It’s what you LEAD with. It is your “face” and the first thing people see. It should be worded from a “reader’s” perspective, and geared exactly to your ideal client.Have it read like a story. Every line should tell the value you bring.Don’t have it tell your qualifications or just...

Episode 022 - Coronavirus (COVID-19) and Trade Shows and YouWith the Trade Show Industry being ravaged by Coronavirus, I discuss how this impacts businesses and options for youMentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

Episode 21 - 11 More Giveaway Tips & Tricks to save money and get customers!We just recently had an interview with Promo Guy Anthony Gaudio – episode 18. Tons of value and expertise in that episode! I’ve had some listener questions about some things we didn’t cover in that interview, plus wanted to give some of my experience and go even deeper on using giveaways at trade shows. So that’s why we have kind of a Part 2 to the giveaway and promo items topic! Filling in a lot of the gaps and answering more questions from our interview.Not going to tell you specifically what to give away. What I am going to do is help you avoid some common mistakes so you have a successful show and that your giveaway meets the purpose you are buying it for in the first place! And not just become something that gets tossed or given to the kids of the attendees.First before you decide on the items, have a brainstorming session – maybe by yourself or with your team – and decide - What is the purpose of your giveaway? Don’t just have something to have something. That’s like throwing money out the window. It can be high ticket or low ticket. Doesn’t matter – but what does matter is that each item should have a purpose.Next - Brainstorm by yourself or with your team. What items represent your brand? Your promotion? Your booth theme? Once you have that framework down, you can effectively select the absolute right items for your upcoming events. Here’s 11 tips which will help you have the best stuff for your goals and your brand.Tip #1 – Make your giveaway fit your business or your brand. Think of it as a different kind of business card. If you have a car dealership or car repair business or anything have to do with cars – what will be more effective after the show? A squeeze ball with your logo, or a car-shaped squeezy thing with your logo on it?Tip #2 – Try a giveaway that is different or memorable. Think of your current giveaways or ones you have used in the past. Are they different? Are they memorable? Not that you can’t use pens or a more common item, but try taking a shot on something a little more unique. Tip #3 - Get samples of everything! Unless you are right up against a deadline and can’t get a sample in enough time to get an order placed, then do yourself a favor and get a sample! Even if something looks amazing in a catalog or website, don’t take the chance it looks, feels or performs cheap in person.Some pens look expensive and high quality in pictures and feel so cheap. Same goes for tote bags, duffel bags, t-shirts and so many more items. Your name and logo are going on the item – make sure your decision to save a couple of bucks doesn’t reflect poorly on your brand.Tip #4 – Be super selective when choosing a tech item as a giveaway. Tech is cool because it has a high perceived value. Things that look expensive in pictures can have a cheap feel and break. So any time you are considering tech gadgets, please be sure to get samples and test them. Remember – the reason you are having these items is that they reflect your brand in some way. Don’t have people thinking low quality while they’re staring at your logo on the item that won’t work!Also - Be sure to check the specs for your tech items. True example - As an attendee I got a power brick and I thought this was amazing! Then I got back and tested it out and it only added about 10% battery life to my phone before the power brick needs a recharge. That thing will go straight in the trash.Tip #5 - Make sure imprint size is significant enough to

Episode 020 – Marketing Automation bonus – breaking it downIn our last episode, Ryan Mansfield from Revolt Automation brought a ton of value about Marketing Automation and gave you some amazing tools to utilize – and 3 out of the 4 of them were free! And he talked about how these tools can help you be more efficient and effective when sending follow up emails. For those who aren't so tech-savvy, I wanted to give my thoughts and help break this down even further. Wanted to give you some additional ideas on how you can make marketing automation work for you.First – you’re going to need an email service which can handle batching your outbound email. What I’m talking about is having the capability to send emails to a group all at once, and not one at a time.Now I know that many of the listeners are small businesses who are trying to cut corners and save money everywhere they can. I totally get it! So if right now you’re doing everything from your gmail or yahoo email account, it’s time to look at an email service. If budget is super tight, try MailChimp as they have a free starter email service that is still surprisingly robust. If you’re ready to invest in something a little better, there are lots of options like ConvertKit, AWeber, InfusionSoft, and so many others. Just do your research to see what fits your budget and what program will fit your needs best. What these services will allow you to do is more effectively target the messaging in your follow ups after a show or event.For example – to make it simple, let’s just say you have broken your leads into 3 separate categories. One set of contacts simply dropped their business card in your box to enter a drawing. Another set you had a conversation with and you got them qualified, but they either had low interest or they weren’t in the market to buy. The third set of leads you had great indepth conversations with, they had strong interest and maybe even were ready to buy now.The question is – would you send all three groups the same follow up email? I hope you said NO! But how many businesses do this today? I get follow up emails all the time after a show that are super generic even though I may have had a great conversation and even scheduled a follow up! This is confusing.Certain email programs will also allow you to run drip campaigns. Drip campaigns allow your email recipients to receive customized email campaigns based on what they do (or don’t do).Have Questions or Need Help? Contact Ryan Mansfield!Email: [email protected]: http://revoltautomation.com/LinkedIn: https://www.linkedin.com/in/ryan-mansfield-03483ab6/Mentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

Ep. 019: How to use Marketing Automation for max ROI! With Ryan MansfieldCheck this out!!! Exclusive for Trade Show University listeners!!!** Get a FREE Audiobook ($20++ value) and FREE 30 day Trial of Audible!** Visit www.audibletrial.com/tradeshowu **Sending emails to follow up with contacts you made at the last trade show can be a good method, but you don’t want to send the same email to every person. And you don’t want to have to manually send out personalized emails to potentially hundreds of people.Marketing Automation can be the solution you need to meet all your needs, while making you more effective and efficient.Today’s guest, Ryan Mansfield of Revolt Automation, walks us through powerful tips and tricks on how to improve your Return On Investment (ROI) at your next show, while saving you a ton of time! Best of all – you’ll get even better results.Ryan also introduced us to several affordable or even Free technology tools to help you!Here is the list of tools mentioned in the episode: --- Hubspot (starting at Free!) - https://www.hubspot.com/ Hubspot is an effective CRM (Customer Relationship Management) tool for handling all of your customer and prospect information. And much more. --- Woodpecker (starting at $40/mo) - https://woodpecker.co/Woodpecker is an email tool that allows you to send text-only emails for follow-ups. They can be scheduled and sent when you want. Can also create multiple emails and send different follow ups to those emails based on how the person responds to your emails. Plus it gets sent right from your email account so it looks like you did it. --- Zapier (Starting at Free!) - https://zapier.com/homeZapier is an automation platform that allows your apps to talk to each other and work together. Powerful tool! --- Survey Monkey (starting at Free!) – https://www.surveymonkey.com/Robust survey creator that you can use on your website, in social media or in emails. Great tool to help you do research you need with customers and prospects.How to contact Ryan Mansfield:Email: [email protected]:  http://revoltautomation.com/LinkedIn: https://www.linkedin.com/in/ryan-mansfield-03483ab6/Mentioned in this episode:Subscribe to the new Trade Show University YouTube channel!Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity

Ep. 018: Using Giveaways & Promo Items for Powerful Results! With Anthony GaudioWe see promo items in every booth throughout every trade show! But what works and what’s a waste of money? Promo Industry Pro Anthony Gaudio of Quality Logo Products is with me today to discuss everything you wanted to know about Giveaways!Q1 - What is your experience relating to trade shows? I’m more of the behind the scenes guy when it comes to trade shows. Most of my experiences come from that of my clients. Connecting with my clients both before and after their show helps me gain insight as to what products worked for them and what items were not so hot. I use this info to help other similar business/individuals target products to service their individual markets. I don’t just work with one auto body shop, I work with 30 of them. If 24 of the 30 had great luck with XYZ pen then that’s the pen I’m going to recommend to the next auto body shop looking for pens as the proof is in the pudding. Q2 – What do businesses really need to understand about giveaways? Understanding the need for giveaways and how they can enhance your pitch and entice attendees to visit your booth. Having a good base of promotional products, and layering promotional items to further exposure Need for Giveaways - People like free stuff! In exchange for a bit someone's time giving them something in return to say thank you is in my book necessary. It builds a connection with the individual(s) and offers an opportunity to look back and remember the conversation after the fact. #1 rule of marketing… the puffy envelope gets opened first. If you get a stack of business cards and one widget with contact info printed.. What are you going to look at first? Having a Good Product Base and Layering Items – 1. Solid Product Base: Having a good product base is also super important. Every company should have a few base items they give away regularly. They don't need to be super expensive, just something consistent that over time builds up in their marketplace. Branded pens or mints at the front when you walk in, keychains, can holders, etc.. When people see it, they know where it came from and it’s consistent with your business's reputation and overall branding vision. Think of these as fancy business cards. 2. Promo Wear- Branding your employees with shirts, hats, jackets, socks, etc… further layers this notion of consistency and quality. It also provides a means to both build comradery between employees as well as identify who works there, LOL!!! 3. Something Extra - To further layer promotional items, having a little something extra to give away from time to time is also a way to build rapport with clients and single out individuals that have continued to support your business. These can be nicer products, stainless steel tumblers, backpacks, USB drives, even apparel works well. Just something extra to give to those that consistently give back to you. Q3 - What was your most memorable trade show moment? The first positive moment I can remember would be that of my first industry tradeshow. Meeting vendors I had worked with over the past couple of years was great. Being able to shake hands with these people and take some new products away to share with my team was awesome. Q4 – What are Your top tips for our listeners? 1) Work with someone who knows what they are doing (I.E. me, LOL!!!) and that has your/your business’s best interest at heart. Ask for the top salesperson in the company. They’re the top salesperson because they aren't really selling anything, they’re providing positive solutions to their clients. 2) Plan ahead. If you have a show coming up and you know you need goodies to give away… call us a few weeks in advance. The more time we have to work with the more...

Ep. 017: Top 9 Tips for Working Shows by Yourself – SOLO SUCCESS!Whether you’re working an upcoming show by yourself, or you have worked several shows by yourself in the past, it can be frustrating. Being by yourself does not allow you to be efficient, maximize your ROI, or put you in the position to get the best results possible.The biggest issue is that you can only have indepth discussions with one person at a time.Let me give you one big piece of advice - Don’t work by yourself! If at all possible, convince a co-worker, trusted colleague, family member or friend help you out for a few hours or few days. It will definitely be worth it!So I have compiled 9 tips that will help you improve your results, and also give you the confidence you need.( 1 ) Use other methods to help capture information and make you more efficient. Do what you can to have multiple people stay at your booth even if you are only personally talking with one. So while you’re talking with one person, you can have another person filling out their contact information or maybe even asking some key questions.You can use an iPad or laptop, or can go old school and have a paper form for them to fill out.The key is to be able to have multiple people engaged in your booth at one time.( 2 ) Try group presenting. I’m not talking about having chairs set up and doing a powerpoint. There’s a time when that could work well, but not when you’re by yourself!What I’m talking about is If you’re at a busy show, and you have a couple of people at your booth, why not have them stand together and give your presentation at one time? And if there’s a lot of people walking by, get the attention of a few more people and have them join in. You can ask them a quick qualifying question before you start to make sure you’re talking to the right people.But let me ask you – would you rather talk to one person at a time or multiple people at a time? Especially if it doesn’t take you any longer!(3) Simplify and Minimize – when you’re by yourself, simpler is better. It will keep you from running around so much trying to find the right things. Plus its less for you to set up and put away. Simpler is better.(4) Practice! You need to be quick and efficient with your time because its all on you! So practice your engagement and qualifying questionsPractice your presentation or demoPractice your answers to popular questionsPractice where you’re going to stand and how you will have things set upPractice practice practice so when you get there and the show is going on you are one efficient machine and your results will be so much better!( 5 ) Get out front of your table/booth – this goes for everyone at every show, but especially important if you’re working by yourself. Be out front and ready to engage with people. Never want to have a barrier in your way.( 6 ) Set up your booth as early as possible to allow for the unknown. When you are with a team of people and you forget something like a computer cord, or the box of literature, or whatever, you can have someone go and get what you need while you keep setting up. But when you’re by yourself, only you can get your problem fixed. Which means you have to set up AND get what you need. ( 7 ) Get to shows early to walk the show floor and meet people. Walking shows is so important for many reasons. Check out competition, see if there are any vendors or customers also exhibiting, and see any companies you may want to introduce...

Episode 016 – Unleashing the Power of Happiness – Interview with Christina Unrein, Professional Happiness CoachChristina’s goal is to have people find their own happiness, and get to it a little bit faster on their own!Q – Who is your ideal client?A – People who are a little weird, with quirks, people who want to be themselves, and also the workaholics and people pleasers. Also I like working with people who want to be courageous and like to be with themselves – no matter what that looks like.Happiness is a Continuous Choice. We have to stick with it!Q – What experiences have you had at Trade Shows?A – I’ve experienced just about every situation there is at shows. Being an exhibitor behind the booth, in front of the booth, walking around shows, and more.Q – Do you see Happiness missing at Trade Shows?A – I believe it has to be intentional for it to show up. It can’t be forced. You shouldn’t say, “We’ll just play music or have an ice cream social.” It has to be intentional for the attendees.Should create a more personal environment rather than a “salesy” environment.But its rare, especially in business because people are so focused on the results – getting badges scanned or business cards. Rarely do people create an environment to just have conversations – but in reality that is where happiness naturally comes out.Q – How do you create the right environment for happiness? Especially in industries that are more “serious” like medical, legal, insurance, etc.?A – Think about your audience and how overwhelmed they are. What are they experiencing at the show – long days, bad food choices, etc. Now think about what would give them energy and what would make them curious.Then let them care about what they care about. Let them tell you by asking them questions. Get curious about them!Ask them how best you can support them, because the answer might not be you! It might be you connecting them with someone else at the show. Be a Servant! Find out how you can help them, and they will remember it and may even refer others to you because you made them happier in some way.Q – How do you get past the “I’m here to work, I’m here for my company, and I’m here to get results” mindset?A – Start thinking I’m here to have fun, to meet people and add quality and energy to their lives. I’m here to learn and to grow. There’s all sorts of ways to change your mindset and to be intentional. One thing is to be Authentic so people get a good idea of who you really are.Also – be curious!And if the show is slow, meet the people in the other booths and find out how you can add value to them.You already know what you know. Give yourself a chance to learn from others by being curious, asking questions, and then being silent to hear what they have to say.Q – Tell us about your book!A – The book is titled – The Happiness Workbook: Rise Up Happiness Soldiers! LINK: https://www.amazon.com/Happiness-Workbook-Rise-Up-Soldiers-ebook/dp/B074CPNQGLNOTE: You can get the Kindle version for FREE!!One thing to know – I don’t like writing! So instead of copy heavy, it has a lot of exercises.I took the concept in each short chapter and tried to apply it in the 5 ways most people learn: (1) By doodling, drawing or creating. (2) By movement. (3) By visualizing. (4) By speaking aloud. (5) By tearing the concept apart and...

Episode 015 – Top 7 Traps to Avoid that can Ruin Your Results & ROI*********Proud to introduce our new Sponsor - Audible! This Episode is brought to you by Audible! Audible is offering Trade Show U listeners a Free Audiobook with a 30-day Trial Membership!Just go to audibletrial.com/TradeShowU*********Here are the top 7 traps to avoid when working trade shows. These are not mistakes – traps are things and situations you can get stuck in if you’re not careful. Things that in the moment might not even seem like it’s anything wrong. TRAPS TO AVOID AT THE SHOW:Trap #1 - Don’t compare your booth to others. -- It’s easy to look at other booths and think they are doing everything better than you are. This could put you in the wrong mood from the start and hurt your chances for success.-- But at that point, there is nothing you can do about the display, the lights, the literature, the giveaways -- nothing. -- But there’s everything you can do about your attitude, engaging attendees in positive and meaningful conversations, and reaching your goals.-- Now if you get some ideas from other booths that you’d like to upgrade or try for future shows, then go take pictures. Grab some of that nicer literature. Even talk to the people at that booth and ask them who built their display or where they got their backdrop. -- Turn it into a positive experience for you! Just don’t let it drag you down!So trap #1 – don’t compare. That only leads to a negative attitude which will definitely affect your performance! Trap #2 - Not resetting your booth each day-- Before the show starts on day one, you and your team make sure everything is perfect. The display looks great, the literature is filled in the rack, you have your giveaway items in a perfect pyramid – you booth looks like it came out of a magazine! -- But when you get to day two or three, the booth just isn’t as perfect. Odds are the majority of people walking by are brand new and didn’t see you on day 1 or at very least didn’t stop by. Don’t you want everyone to have the best impression of your booth and your company?-- So get to the show a few minutes early at the beginning of each day, and have your booth looking like it did on day 1! Suggest assigning one person to check how your booth looks once or twice during the day each day. They can be in charge of refilling the literature, the giveaways, picking some paper scraps off the carpet, and making the booth look like new again! That’s Trap #2 – Not resetting your booth. Take a few minutes and make your booth look great again! Trap #3 – Thinking that scanning badges or gathering business cards is enough. -- Success is not just having a bowl is full or a ton of badges scanned. -- Think about how much time and effort is going to be spent following up. So many emails and phone calls will be made to people who will never buy from you.-- You need to be sure these people are qualified! Ask them the right questions to make sure they are qualified before getting their card. Or if you have a great conversation at your booth and get their business card or scan their badge, then make notes to refer to before following up to increase your odds of success.That’s Trap #3 – Just getting business cards or scanning badges without qualifying Trap #4 – Assuming your booth staff knows how to work a show. -- Just because your staff knows how to...

Episode 14 – Are preparing for the Super Bowl or a Pick-up Game?The Super Bowl is this Sunday and it got me thinking about trade shows.&nbsp;Shocker, right?&nbsp;I have a question for you – are you preparing for your next show like it’s the Super Bowl or like it’s a neighborhood pick-up game?&nbsp;There’s a difference!&nbsp;There’s a reason it’s called The Big Game.&nbsp;It is the BIGGEST game of the year!&nbsp;Win or go home.&nbsp;Do or die.&nbsp;Here’s some things I thought of that compare your next show to the Big Game: &nbsp;--- How are you preparing?&nbsp;Do you have the training regimen like a world class athlete putting in the reps, being at the gym or practice field for hours a day?&nbsp;Or the preparation of a championship coach?&nbsp;Pouring through hours and hours of game film, reading over scouting reports, and late night meetings with the coaching staff.&nbsp;Or are you treating your next game like a neighborhood pick up game – maybe tossing a football around in the back yard with a buddy?--- Do you have a well thought out game plan or just going to wing it?&nbsp;--- Is your team prepared?&nbsp;Are you training them well?&nbsp;Are you spending the time and making sure they are well versed on the booth, your business, your goals, and how they are going to be engaging and qualifying attendees?&nbsp;Or are you just going to let them show up?&nbsp;&nbsp;Be sure to check out Episode #3 on Training Here: https://tradeshowu.biz/episodes/episode-003-training-your-booth-staff-for-success/&nbsp;--- How much do you know about the other team?&nbsp;About all the other exhibitors?&nbsp;About your competition?&nbsp;Listen to Episode 11 about what and how you should research for the show!&nbsp;https://tradeshowu.biz/episodes/episode-011-the-4-key-things-you-need-to-research-before-your-next-show/&nbsp;--- We have come to Halftime in this short episode!&nbsp;Just like the Super Bowl has it’s amazing commercials – Trade Show University officially has its first sponsor!This Episode is brought to you by Audible!&nbsp;Get a Free Audiobook and a Free 30-day Trial by visiting www.audibletrial.com/tradeshowu We are back for the second half!&nbsp;Let’s go right to the next thing teams do to prepare for the Big Game.&nbsp;--- Do you have the right players on the field?&nbsp;Whether its for the full game or just one specific play, coaches strategize about who needs to be on the field.&nbsp;You need to do the same thing for your next show!&nbsp;Depending on your goals, you want to make sure you have your top performers there.&nbsp;Need to engage people?&nbsp;Have your sales or marketing people – or your people people out in front!&nbsp;Need to do demos?&nbsp;Have your product people, your engineers, developers or designers there.&nbsp;Whatever your goals, staff up accordingly!&nbsp;For help, check out Episode 2 on Staffing your Booth for success:&nbsp;https://tradeshowu.biz/episodes/episode-002-staffing-your-booth-for-success/&nbsp;--- Just like each player has a role on the team, so should your booth staff.&nbsp;Make sure you have a specific role or roles for each person in your booth. &nbsp;&nbsp;We talk about this more in Episode 3: <a href="https://tradeshowu.biz/episodes/episode-003-training-your-booth-staff-for-success/"...

Episode 013 – Bringing the Experience of YOU at Trade Shows!Special Interview with Robin Sacks and Angie Pohlman of GroundedInClarity.comIt’s more than just experiencing your company – the key is the experience of you.·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Are you more than just the brochures and stuff in your booth?·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;People buy from people – and they need to experience who you are.Robin’s favorite quote from Maya Angelou – “People will forget what you said.&nbsp;People will forget what you did.&nbsp;But people will never forget how you made them feel.”Exercise – You and your team show up, but none of your stuff arrived.&nbsp;The only thing in your booth space is YOU.&nbsp;What do you do?If the boxes with your stuff didn’t show up, could you do what you needed to do?It’s about having the confidence to say to yourself, “I know my stuff.&nbsp;I know what I need to know about my company. I am going to embrace this situation, have fun, meet some people, and make them feel good that they actually stopped by this empty booth!”It’s easy for us to lean on our “stuff” as a crutch and fall back on old habits of just shoving a business card and literature into someone’s hands instead of starting a meaningful conversation.Move beyond transactional goals (# of leads, # of badges scanned, etc.) and toward meaningful conversations.When you do this, a magical thing happens.&nbsp;You don’t have to go looking for people as much – they will start looking for you!Whether your stuff shows up or not, your approach should be the same.&nbsp;Start with the thought of engaging with people and getting to conversations and relationship building.When figuring out what you and your staff should say, think about it from the viewpoint of the attendees.&nbsp;When you are an attendee, what draws you in?&nbsp;What makes you want to visit a booth and really dig into their offerings?·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;What makes you smile?&nbsp;What makes you feel good?&nbsp;And what makes you want to turn and run?·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Don’t push your stuff on them.&nbsp;You want them wanting to take your brochures and business card because they enjoyed their experience with you.·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;This starts to talk about your Personal BrandExercise – Three Little Words·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;First – describe yourself using only three words.·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Next - Ask people who know you – If you had to describe me in only three words, what would those words be?·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Many times something amazing happens because often people will use words that we would never use to describe ourselves.·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;There are one or two qualities we have which others see and value, but we don’t value them in ourselves.&nbsp;Often times we will even hide these qualities.·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;These words and qualities are your Super Powers!o&nbsp;&nbsp;If you are not bringing those Super Powers out all the time, you are probably missing out on opportunities on being authentically youTETRIS Game example:·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;The goal of TETRIS is to fit different shaped blocks to create complete rows.&nbsp;Once you complete a row, it disappears.·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;TETRIS taught me everything I need to know about life…o&nbsp;&nbsp;When you fit in, you disappear!·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Your goal at Trade Shows is to NOT look like everyone else and fit in.·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;One great way of standing apart is to give people an experience, and that...