New Fall Trade Show Newsletter

Comment

New Fall Trade Show Newsletter

Just posted my latest trade show presenter newsletter! Check it out for insider perspective on maximizing your prospect engagement, plus a relaxing bay area trade show serenity tip. Let's collaborate to make your next event a big success!

Click here to check out the latest.

trade show presenter fall newsletter

Comment

How to Win Friends and Influence ROI

Comment

How to Win Friends and Influence ROI

San Francisco, CA-  I’ve been rereading Dale Carnegie’s 1936 classic “How to Win Friends & Influence People,” and I’m loving how it applies to the trade show environment. I first read this persuasion classic back in junior high, and I found the content to be exceedingly manipulative. “Speaking in terms of the other person's interests...” “Finding something to admire about others…” These aphorisms seemed targeted at getting what you wanted by showing false attention.

However, now with about 30 years under my belt, I have a much different perspective on the value of these truisms. The difference? Well, I’m a different person now: with more self confidence, more self esteem, and the ability to actually appreciate and enjoy others without expectation. Interestingly, these traits also make a successful and effective booth staff! Here are a few of Carnegie’s tips that you can put to use in your booth at your next show:

1. “Remember that a person’s name is to that person the sweetest and most important sound in any language.”

Sure, it’s hokey to read a person’s name as they walk by in the aisle, and then greet them with a joyful “Hey Name!  Great to see ya!” However, it never fails to get a goofy smile, and offers a potential conversational opener. In what other social situation can we call strangers by their name in public, and not be accused of nefarious activities? However, its critical to take Carnegie’s words to heart: a person’s name is not a joke- it’s the most important sound in the world to them. Don’t be afraid to greet your prospects by name in an honest and joyful manor. Its the easiest expo floor opener out there (if you can read their badge, that is).

2. “Make the other person feel important, and do it sincerely.”

Carnegie suggests finding something (anything) in other people to honestly admire, and then sincerely communicating it to them. On a trade show floor, booth staff has a few seconds at most to connect with attendees as they hustle by to attend their workshops, vendor meetings and keynote addresses. What can be admired in this minuscule slice of life? Well, pretty much just physical appearance. An honest, appropriate comment can go a very long way in snapping an attendee out of their rushed day at the trade show. At your next show, try giving sincere compliments as a way to engage. You may be surprised at the fruitful conversation that follows.

3. “Become genuinely interested in other people.”

Once an attendee is in the booth, booth staff can be tempted to launch into their show-appropriate brand messaging. However, Carnegie offers some profound counter-advice: get the prospect talking. Limit the “I”s and maximize the “You”s in your dialogue. It's about them, after all. Carnegie suggests that good listening makes you seem like a genius conversationalist, and from a trade show perspective, that’s the kind of brand your prospect wants to engage with. After all, a trade show interaction is not about closing the sale, its about establishing a relationship, and there’s no better way to establish a relationship than by listening. To be interesting, be interested. At your next show, get your prospects talking.

As you jump on a plane to your next trade show, do yourself a favor and download “How to Win Friends and Influence People.” The aphorisms are a bit hokey and the examples are a bit dated (Abraham Lincoln, anyone?), but you’ll find ideas that are immediately applicable in your trade show booth. Encouraging these concepts in your booth staff engagement tactics will have a drastic effect on your lead count and ROI. Good luck out there, and I’ll try to greet you by your name when we meet (if I can see your badge)!

trade show engagement for maximum ROI

Comment

Packing the Booth as Trade Show Emcee for Trend Micro at VMworld 2018

Comment

Packing the Booth as Trade Show Emcee for Trend Micro at VMworld 2018

Las Vegas, NV- Professional trade show emcee Don Colliver drew crowds of qualified prospects to watch the exciting xGen Sci-Fi marketing video for Trend Micro at the VMworld Trade Show in Las Vegas, NV. Four times an hour, Don gathered attendees with help from crowd gathering expeditors and then energized the standing room-only theater with on-message sci-fi banter before forwarding interested prospects to the demo stations. Don handled exciting prize giveaways and delivered packed booth audiences to Trend Micro expert presenters for their presentations.

From August 26th through 29th, 2018, Don emceed at VMworld at the Mandalay Bay Convention Center in Las Vegas, NV.

Trend Micro booked Don through Sparks Presentations, a trade show presenter agency.

Don Colliver, trade show emcee at VMworld
Don Colliver, trade show presenter at VMworld
trade show emcee with the trend micro crew

Comment

Maximizing Leads as Game Show Emcee for Trustwave at Black Hat Trade Show

Comment

Maximizing Leads as Game Show Emcee for Trustwave at Black Hat Trade Show

Las Vegas, NV- Professional game show emcee Don Colliver hosted the exciting "SolveIT" Trivia Game Show for Trustwave at the Black Hat Trade Show in Las Vegas, NV. Every hour, Don gathered crowds, energized the 15-minute games and prize giveaways, and then delivered packed and primed booth audiences to Trustwave presenters for their expert presentations.

Black Hat occurred on August 8th and 9th, 2018 at the Mandalay Bay Convention Center in Las Vegas, NV.

Don Colliver game show emcee for Trustwave at Black hat.JPG

Comment

Facilitating Learning Sessions for Cisco Systems at Cisco Live Trade Show

Comment

Facilitating Learning Sessions for Cisco Systems at Cisco Live Trade Show

Orlando, FL- Professional trade show booth presenter Don Colliver engaged with IT networking professionals for Cisco Systems at the 2018 Cisco Live Trade Show in Orlando, FL.

From June 11th through June 14th, 2018, Don engaged with IT professionals and helped facilitate  knowledge sessions and presentations in the DevNet Village Workshop area. Cisco Live was held at the Orange County Convention Center in Orlando, FL.

A truly spectacular event, Cisco Live stood out with its whimsical show theme and decompression areas, featuring oversized boardgames from childhood.

Don was booked through SKM Creative, a trade show staff agency.

Comment

Connecting with Physicians at Pri-Med West

Comment

Connecting with Physicians at Pri-Med West

Anaheim, CA- Professional trade show booth presenter Don Colliver engaged with healthcare professionals for a major pharmaceutical company at the 2018 Pri-Med West Trade Show in Anaheim, CA.

From May 31st through June 2nd, 2018, Don engaged with physicians, physician's assistants and nurse practitioners and connected them with knowledgable reps. Pri-Med West was held at the Anaheim Convention Center in Anaheim, CA.

Don was booked through Skye Agency, a trade show staff agency.

medical trade show professional

Comment

The "Hero's Journey" in your Trade Show Booth

Comment

The "Hero's Journey" in your Trade Show Booth

Los Angeles, CA- Whether you know it or not, you've been captivated by what's known as the "Hero's Journey" for as long as you've been captivated by stories. Joseph Campbell codified this common template of tales that have engaged humans for as long as we've been around on earth. In its simplest form: a hero leaves home, goes on a journey, faces a decisive crisis, then comes home transformed with the 'elixir.' Think: Star Wars, Forrest Gump, The Lion King, The Matrix... But you can leverage this eternal model of engagement right in your trade show booth, by taking your prospects on your own "Hero's Journey." Here are three tips to help:

1. Create your Prospect's "Journey"

Cognitive Psychologist Jerome Bruner said that humans are 22 times more likely to remember a fact that's been wrapped in a story. Your trade show booth can utilize this fact by wrapping your messaging in a physical journey through incremental stations, qualifying questions and give-aways. I was lucky enough to attend a presentation from the Live Marketing creative agency describing their collaboration with tech company CenturyLink. Their booth utilized the "Hero's Journey" model to acheive award-winning results, taking prospects through a literal tunnel and deeper into CenturyLink's marketing messaging.

Can you break down your prospect's journey into 3 or 4 info-rich stations?

2. Challenge your Prospect

Each station on the journey provides an opportunity to illustrate your prospect's pain points, and gives them an opportunity to engage. By involving your prospect in the story, they relate emotionally, releasing the neurotransmitter dopamine, which has been proven to make associated information easier to remember and with greater accuracy. A professional Trade Show emcee can guarantee that your booth challenges effectively anchor your messaging.

What messaging-related booth challenges can you create for your prospect to overcome?

3. Provide your Prospect the 'Elixir' 

Of course, your product or service serves to help your prospect ultimately overcome their pain points. Finally, your prospect-hero can return home to headquarters, enlightened and ready to move deeper into your sales funnel. It's important to remember, your product or service is not the hero. Your prospect is the hero, and you are simply providing them with the tool to overcome their problems.

How can you frame your trade show prospect as 'hero,' not 'lead?'

By engaging the "Hero's Journey" in your trade show booth messaging, you can tap into your prospect's eternal fascination with this ancient model of storytelling. By creating a prospect journey, challenging them along the way, and providing them with your product or service as the solution, you may be surprised to find yourself a hero in your own marketing department.

trade show superman.gif

Comment

Generating Leads as Trade Show Presenter for Varonis at Dell Technologies Trade Show

Comment

Generating Leads as Trade Show Presenter for Varonis at Dell Technologies Trade Show

Las Vegas, NV- Professional trade show booth presenter Don Colliver delivered effective and exciting Information Technology Security presentations for Varonis at the 2018 Dell Technologies World Solutions Expo Trade Show in Las Vegas, NV.

From April 30th through May 2nd, 2018, Don presented three 14-minute presentations per hour with powerpoint. Dell Technologies World was held at the Sands Expo Convention Center in Las Vegas, NV.

Varonis booked Don through Promo Talent, a trade show presenter agency.

Trade show presenting with the Varonis crew.JPG

Comment

Packing the Booth as Trade Show Presenter for Trustwave at RSA Trade Show 2018

Comment

Packing the Booth as Trade Show Presenter for Trustwave at RSA Trade Show 2018

San Francisco, CA- Professional trade show booth presenter Don Colliver drew crowds and delivered effective and exciting information technology security presentations for Trustwave at the 2018 RSA Conference in San Francisco, CA.

From April 16 through April 19, 2018, Don delivered 11-minute presentations with powerpoint, ran trivia contests, emcee'ed giveaways, and drew and pumped up the crowd before handing over the mic to Trustwave Subject Matter Experts. RSA 2018 was held at the Moscone Center in San Francisco, California.

Trade show presenting for the Trustwave crew at RSA 2018

Comment