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Question added to topic MarketingAugust 7, 2007

How do we prepare to market our product at an trade show?

Our product names are applicable to any lake or beach area in the United States. The trade show booth is approximately $1600. It is coming up the end of September and would allow me to take orders and order larger quantities for better price breaks for our products. I am also wondering how many products should be taken. We could spend the next month getting another 10 or so products ready so we could have more samples to choose from. Any advice would be appreciated.
Don't plan on going home from the trade show with the most possible orders. For every order you close, you'll walk 10 prospects because you were "busy." Your goal should be the largest possible number of appointments for follow-up after the show. Tell them just enough to get their permission to contact them after the show. Get detailed contact info and perhaps even make a telephone appointment. That's the way to get the most from a trade show.

Ray Silverstein is the president of PRO: President's Resource Organization , a network of peer advisory boards for small business owners. He is author of two books: The Best Secrets of Great Small Businesses and the new Small Business Survival Guide: How to Survive (and Thrive) in Tough Times . He can be reached at 1-800-818-0150 or ray@propres.com .

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