This is a much more comfortable venue for your staff and will enable them to spend more time getting to know prospects. Smaller shows also often provide an opportunity for exhibitors to sponsor or share in sponsoring receptions or hospitality suites. A recent survey by Sales and Marketing Management Magazine , in the October issue, reports that hospitality suites do open the door to sales. Companies whose suites lack food and drink are perceived as cheap. No one wants to work with a company that cuts corners.
Smaller shows provide a good opportunity to let clients mingle with top management.
Most clients want to know management. Make sure everyone has an opportunity to talk with the boss. If you take time to research trade show opportunities and plan ahead, you will be successful in reaping the benefits offered by smaller functions.