What can bring you success at a healthcare trade show like VitaFoods Asia? For those who don’t know about Vitafoods Asia, it is a nutraceuticals trade show that offers end-to-end insights into the entire nutraceuticals supply chain—from research to product formulation and commercialisation, through to packaging and brand development. 

How can you create an engaging, exciting, and even thrilling trade show exhibit about a sensitive medical topic within an area of a few square feet? Especially when your competitor is just next to you?

Pharma marketers have the opportunity to promote their products at trade shows like VitaFoods Asia and educate prospective distributors and partners. Participating at Vitafoods is expensive and there is intense competition for the attention of the attendees at the exhibition. Many pharma companies have visually striking exhibition stalls that include a lot of graphics and space. However, they often work on too much creativity and less on strategy. Most of the time they are unable to stand out to the prospective distributors attending such trade shows. How do you intercept and engage these potential prospects?

Create Awareness for VitaFoods Asia Trade Show in Advance

Won’t it be great if a trade show visitor is already aware of your existence? Before they enter a trade show event like VitaFoods Asia, they know where your stall is located or they have already scheduled their meeting with your team at the stall. Such incidence does not occur by coincidence. You will have to conduct a digital campaign to filter and reach out to key persons with who you would like to do business. You can hire a digital marketing company, such as Enthof, to help you with such a specialised marketing campaign.

Implement Feng Shui in Your Healthcare Trade Show Stall

Feng Shui does not have to be done in the home. It can also be used for your business, trade shows and, more specifically, your booth design. Feng Shui is a great option if you don’t know the basics and want to use it for your booth or trade show display. 

No matter how big or small a space is, there needs to be positive flow energy in that space for people to feel attracted to and be comfortable discussing your brand’s goods and services. Feng Shui principles will help in modelling the direction and space of the trade show stall.

 

Qualify Your Prospects at VitaFoods Asia

Once you have met someone new, the first thing you should do is to establish who they are (buyer/decision-maker, supplier/competitor, etc.). You should also know where they are located. You won’t waste your time talking to someone who doesn’t have the responsibility for purchasing your product/service or is not located in the region where your company serves. This information can be accessed by asking key questions, looking at their badge or requesting a business card, which will include the title and address.

Ask Them Questions What Brought Them To The Show

Be friendly and open to conversation with your prospect. If you’re a good prospect, ask them questions about their business problems that your products and services could solve. Sample engagement techniques:

• Establish eye contact
• Engage in an initial observation, question or piece of research
• Find out about their origins by introducing yourself
• Tom, what’s your personal goal to attend this trade show?
• What brought Sue to our booth today, and what did it cost?
• What do you find most appealing about our stand/offering?
• Could I ask for your feedback/opinion/advice on XYZ ? (hold up samples/variations/ideas).

Give Them A Memorable Healthcare Trade Show Experience

Customers are faced with stereotyping even as they approach the premises of a trade show and go towards the isle consisting of a series of trade show booths.

• What makes the second booth so special?
• What differentiates the second booth from the first?

Customers do not fall in love with the products at the first sight. They fall for an idea. The trade show booth design must transmit a distinctive idea in a split second before the customer bats an eyelid and decides to go on.

Create a strategy trade show experience for your visitor that can help you gain the perspective customers’ attention. Take the help of a reliable marketing strategist if needed to provide you with creating a great trade show experience.

Remember To Make A Connection

Sondra Brewer, the author of Selling Power, writes about how important it is to actually close sales at trade shows. “Your last and most objective goal at a tradeshow should be to sell new business either at the show or through contacts made on the floor.” She suggests that booth staff are chosen for their ability and willingness to represent your company and to sell in a trade show setting. A trade show is the beginning of a buying relationship.

Carefully choose your booth staff. Select the best technical and sales representatives. Selection for the exhibit team should be an honour and not a duty. Your booth staff should be able to sell products and give demonstrations on the trade show floor. The importance of teamwork is stressed.

This is the challenge: trade shows sellers must win the right to speak at each stage, making the conversation more exciting and enticing. The goal of a trade show is to pre-qualify prospects and book appointments. This means that you need to think about how to make it as easy for them as possible. Practice it, and then iron out any kinks.

Engage Your Best Prospects At Show And After

It is possible to close a sale at the show, but it depends on the product and the client’s buying process. Businesses with a longer sales cycle, such as in the pharmaceutical market, may not be able to close on-site sales.

It can be difficult to close a deal when a prospect’s first contact with their products/business is an event. However, this doesn’t mean that the sale must be lost. Do not be too pushy with prospects who aren’t ready to buy at the event.

Follow up with your leads and enter them into lead nurturing campaigns to increase their readiness to buy. Continue building relationships with contacts and leads that you have interacted with online.

You might need to come up with strategies that engage prospects and will get them to respond positively after the conference. You could offer a promotional offer or a private consultation to show attendees. You should also reserve a space near the event or trade show floor to answer any questions, discuss prices, and close deals. This will allow you to meet with people who are interested in your product/service and provide the personal attention you need to help them close deals.

Instead of trying to force sales on prospects or dump literature on them, let them know that you are available to help whenever they need it. It’s polite. It’s also a good business, especially in the pharmaceutical market.

 

Enthof provides strategic and design consultation for tradeshows. For your next Healthcare Trade Show at VitaFoods Asis, get in touch with Enthof to ensure your success in getting new business.