Exhibitions have always been a preferred medium for companies to promote face to face marketing and the ideal place for them to meet their future customers. Even in times of economic slowdowns companies participate in exhibitions as they find it much cheaper to connect with their customers through exhibitions than by other means of advertising. Studies have shown that it is cheaper to close a deal during exhibitions compared to following up and closing a deal with a client by conventional sales processes. At an exhibition, it is much easier to convince a prospective client about the advantages of your product as to following up and clinching a sale in the field.
On the spot face to face meetings
It takes much less time to convince a future client about your products if you are able to meet them at your exhibition stand during a show. Exhibitions give the opportunity to clients to not only physically see your products but also they get a chance to see the products of your competitors. This way clients can take a knowledgeable decision about their purchases and also they can tell you about their pain points so that you can resolve any issues regarding their requirements. Nothing saves time as much as a face to face meeting with customers who are in any case at the exhibition to decide on their future purchases.
Many prospects at a single place
As an exhibitor, you can save time and money by exhibiting at a show which is most likely to have prospects interested in products that you are dealing with. This can be done by doing some research and attending some shows as a visitor. When you exhibit at an industry specific exhibition where there will be hundreds, maybe thousands of prospective customers, all looking for products and services to buy then it becomes much more convenient for you to reach out to them and if your products are good then convert them into buying your products. The clients, on the other hand, have a chance to see and compare the products of your competitors and know that they are making the right choice when they decide to opt for your products.
Demonstrate new products without dipping into your pockets
Exhibitions are also the ideal ground for demonstrations. Giving demos to individual clients can be time- consuming and expensive. It takes an average of 3 calls before you can get a time slot from a client to show him a demo. If you have to give the demo at the client’s workplace then you have to incur the expense of travelling to the demo site. Whereas at an exhibition you get a chance to demonstrate your products not only to your existing clients but also get the opportunity to demonstrate your products to your prospective customers, all this can be achieved right at your exhibition stand. The biggest advantage of this way of giving demos is that you have a large captive audience of clients and prospects to whom you can give individual demos without much effort or expense.
Gauge your competition without spending big
Many customers use an exhibition as a single point source to make their purchases, as an exhibitor you can take advantage of this moment to convert them to a long term relationship. Your clients can see and feel your products for themselves in real time and you can cater to their needs and also if required adapt your products to fit their requirements there and then. If you are able to meet their requirements then there is a very good chance that these clients will buy your products. At an exhibition, you will also get to see what your competition is doing and can add some features to your products to get the market.
Building your brand image without spending on an expensive campaign
At an exhibition, you can also promote your brand at much lower cost compared to running an ad campaign. Clients and prospects can get a first person experience of what your brand is all about and how your brand is different to other brands in the market. If you have a good product range and can give your customers a good brand experience, then you can be sure of getting repeat business long after the exhibition is over. Sales and marketing teams of companies from all over the world are taking exhibitions seriously and include them as one of their primary modes of market penetration while saving substantially on time and their marketing and sales budgets.