Trade Show Results - Lancaster
Our booth attracted a lot of interest and good conversation, making the trade show a fun event for us. Folks enjoyed our projecting the image from our "tour" camera atop the pole, and it had an unanticipated benefit - the image displayed the Time and Date across the footer so as it turned out, we inadvertently supplied the only clock in the entire exhibit hall!
Folks in our aisle would usually stop to watch the film clip of the intruder jumping the border fence (as described in yesterday's posting). This afforded a painless way to strike up a conversation, explaining where the film was taken, that YES, it was actually a real, not staged event; NO, we don't know what happened to the intruder; and YES, if there were two intruders, the camera would have followed the intruder threatening the highest risk area… and so forth. The conversations naturally continued a course to the capabilities of security cameras and our assessment of the attendee's level of interest.
Opening a conversation with folks who were already expressing a level of interest in security, whether a potential customer or not, made the event interesting and fun for us. In the "conversations" model I shared with you, we were clearly in a conversation for RELATIONSHIP that sometimes moved into a conversation for POSSIBILITY, (i.e., "I think I have a [friend, relative, acquaintance] who might be interested in CCTV and I'll mention I met you"); or further progressed into a conversation for OPPORTUNITY, (i.e., "I have a huge commercial farm with a number of large outbuildings and I want to think about adding security to the property"), and in at least one case, to a conversation for ACTION, (i.e., "I manage a hotel. Give me a call, I'd like you to come out and quote a new security system.")
Again, we netted quite a number of leads. This time I would categorize the cards in the bowl as "cool" rather than "warm", and most in my pocket as "warm" with only a couple as "hot". The reason for these shift of terms from the previous trade show is simply because many Lancaster show exhibitors were offering door prizes if you dropped a card in their bowl (we offer an electronic newsletter). The large offering of door prizes caused attendees to drop cards willy-nilly in any bowl they saw, so I know a lot of the cards are probably not from folks who had any interest in CCTV but from folks who were interested in a door prize. But they'll still get our electronic newsletter and by their click-through to our links I'll be able to identify true prospects.
Oh, and speaking of prizes, we were delighted when our exhibit was awarded FIRST PRIZE for MOST INFORMATIVE EXHIBIT! A very happy result that boosts our energy for manning our American SecuriComm booth at the IFMA World Workplace Conference at the Philadelphia Convention Center, October 23-25.
Folks in our aisle would usually stop to watch the film clip of the intruder jumping the border fence (as described in yesterday's posting). This afforded a painless way to strike up a conversation, explaining where the film was taken, that YES, it was actually a real, not staged event; NO, we don't know what happened to the intruder; and YES, if there were two intruders, the camera would have followed the intruder threatening the highest risk area… and so forth. The conversations naturally continued a course to the capabilities of security cameras and our assessment of the attendee's level of interest.
Opening a conversation with folks who were already expressing a level of interest in security, whether a potential customer or not, made the event interesting and fun for us. In the "conversations" model I shared with you, we were clearly in a conversation for RELATIONSHIP that sometimes moved into a conversation for POSSIBILITY, (i.e., "I think I have a [friend, relative, acquaintance] who might be interested in CCTV and I'll mention I met you"); or further progressed into a conversation for OPPORTUNITY, (i.e., "I have a huge commercial farm with a number of large outbuildings and I want to think about adding security to the property"), and in at least one case, to a conversation for ACTION, (i.e., "I manage a hotel. Give me a call, I'd like you to come out and quote a new security system.")
Again, we netted quite a number of leads. This time I would categorize the cards in the bowl as "cool" rather than "warm", and most in my pocket as "warm" with only a couple as "hot". The reason for these shift of terms from the previous trade show is simply because many Lancaster show exhibitors were offering door prizes if you dropped a card in their bowl (we offer an electronic newsletter). The large offering of door prizes caused attendees to drop cards willy-nilly in any bowl they saw, so I know a lot of the cards are probably not from folks who had any interest in CCTV but from folks who were interested in a door prize. But they'll still get our electronic newsletter and by their click-through to our links I'll be able to identify true prospects.
Oh, and speaking of prizes, we were delighted when our exhibit was awarded FIRST PRIZE for MOST INFORMATIVE EXHIBIT! A very happy result that boosts our energy for manning our American SecuriComm booth at the IFMA World Workplace Conference at the Philadelphia Convention Center, October 23-25.
posted by George | 5:26 AM
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