Episode 42: How to Capitalize on Trade Shows, with Colin Sprake

Colin Sprake is a four-time best-selling author and mentor to over 47,000 entrepreneurs!

Colin has built several different million dollar businesses within 6 months. He has over 30 years of business experience having come from the mining industry to building his own multi-million dollar businesses from the ground up.

A dedicated teacher, Colin is the Master Trainer at Make Your Mark Training and Consulting and is devoted to people achieving huge success in their businesses. His purpose is to assist business owners to dramatically improve the number of businesses that succeed. After all, failing businesses affect us all in negative ways.

Using decades of business experience, Colin speaks and trains on a wide variety of topics for corporations, organizations & associations. Colin Sprake is all about delivering what is required to achieve the desired result and holding you accountable for your own success.

What you’ll learn about in this episode:

  • Why planning ahead is essential for knowing whether to plan on promoting a specific range of your goods and services to a target audience or showcase all of your goods and services
  • How different vendors at trade shows design their displays, handle transactions, decide on the appropriateness of demonstrations, and determine their free draws
  • Ways to research trade shows to ensure that you attend shows that most closely match your intended demographics and expected audience
  • Why the credibility of the show and presence of big ticket draws or industry-based celebrities are strategic considerations when selecting trade shows
  • Importance of determining your break even and return on investment before confirming your booth space and traveling to a particular trade show
  • Why you should have any additional commitments or expectations, such as a corner or preferred booth space location or a special presentation or demonstration you offer to do, carefully spelled out in your agreement with the trade show organizers prior to confirming your involvement
  • How to budget accordingly for everything from rental space and electrical hookups to possible union worker requirements (such as for move-in and move-out from facilities) and other unexpected expenses
  • Why you should understand cancellation policies and possible penalties you may incur for not attending
  • Why items placed in goody bags are less effective than a well-planned free draw
  • How to save yourself frustration later by carefully reviewing contract documents from top to bottom
  • Reasons you should move your tables back and encourage traffic within your space
  • How to develop a free draw with impact and ways to use the contact information provided to perform immediate follow-ups (within 48 hours) that have a positive impact
  • Why you should engage attendees with open-ended questions as a way of attracting their interest as they approach your booth

Ways to contact Colin: