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When attending a convention, take the time to
review as many related accounts as you can.
Assign each of your sales staff the
part-time task of researching them online or making phone calls to obtain them.
Case Study - Sample Templates
The other part of their task could consist of them studying them and making
reports.
This is not meant to take away from their
primary job of sales – that must take first priority. But even the
smallest bit
of time spent on research will only make your company’s presentation that much
stronger.
Many businesses compose trade show case studies based on experiments that worked
– whether it was a new strategy they tried out at a show, a new approach to
advertising, different promotional materials, or new ideas they have for future
trade shows.
When
perusing these stories, look for the steps these businesses took in advance.
Start from square one with them and see how you can improve upon their
processes. Even though each case study is only one example with very specific
circumstances, they could still apply to your own situation. By a simple review,
you could avoid taking any of the wrong steps that other organizations took.
How to write a Case Study
Another possibility to take advantage of is a related periodical subscription.
There are different publications that publish trade show case studies and
general stories. By budgeting out subscriptions to these periodicals, you can
stay informed and up-to-date on the current trends, what works, and what
doesn’t, all in your own field.
Lastly, while your own booth should be your primary concern at any convention,
paying attention to other booths doesn’t hurt. Seeing firsthand what is working
for other businesses and what is driving clients away is worth taking note of
for future reference. In a way,
each booth is its own case study.
Encourage your
staff to observe other companies during their down time. Have them shop the
booths using different approaches and attitudes, and discuss the convention with
as many different staff members as possible.
You might be surprised what they
have to report afterwards!
Case Study - Sample Templates
Advent help businesses engage their audience with a key message through
face-to-face experiences. See
http://www.adventresults.com
Read more about Case Studies
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