Over the past few years, we have seen HUGE improvements in how booth space is sold. We thought we would share the top 5 that seemed to have made the biggest impact for our clients.
1) Go Paperless:
The days of mailing out forms and asking exhibitors to print, sign, and return their booth space applications and contracts are behind us. Taking paper out of the process saves time for both event management and exhibitors, plus supports any “green” initiatives you may be implementing.
2) Schedule Appointments:
Scheduling time slots based on a priority point system allows you to virtually meet your exhibitors online at a designated time to select their booth space, sign their contract and submit a deposit.
3) Collect Payment:
A great way to improve cash flow is to make it easy for exhibitors to submit their payment online. By sending your invoices via email, then allowing the exhibitors to simply click and pay will save you hours of chasing after exhibitors and manually processing credit cards.
4) Leverage Reports:
Exhibit Sales Managers are smarter than ever and are taking advantage of technology to exceed sales goals, improve processes, and increase cash flow. A Weekly Sales and Pacing Report provides a detailed comparison of your booth sales this year compared to the previous year’s. (See image above for a small sample)
5) Provide Stellar Customer Service:
The best way to sell exhibit space is to put the needs of your exhibitors first. Good customer service starts with a comprehensive website that engages your exhibitors, and enables them to find everything they need. Focus on building a quality team with the head of a king and the heart of a servant. A team that is smart enough to guide your exhibitors toward the best choices and kind enough to listen, solve problems, and serve their needs is ideal. A sales team that is available, accommodating, and responsive is a recipe for success!
Good luck and have fun selling!