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Dear Show Organizers… Here’s What Exhibitors Need

Dear Show Organizers… Here’s What Exhibitors Want Need

We speak with exhibitors daily and learn about their challenges and why some hesitate to invest in events. With virtual events having low satisfaction ratings and live event attendance being uncertain… exhibitors are carefully evaluating each event to decide:

  1. Which events they will or will not participate in (Top performers only, new markets, etc)
  2. In what way do they want to participate (Exhibit, Speaker, Attendee, other)
  3. How much they want to invest (Booth, staff, tech, marketing, sponsorships, private meetings, etc)
  4. With events now being virtual, live and hybrid, what should they change, improve, automate, streamline and make more efficient to set up their team to handle any type of event and get highest ROI

Exhibitors want SERVICE

Each exhibitor from every industry has their own story/experience to share. Some stories are amazing, about organizers who really understand the exhibitor and set them up for success. Other stories are about their frustrations of not being treated as the customer or getting the ROI they expected. Many will be making their decisions based on their relationships with each event organizer and how much they care to hear about their challenges and offer solutions that set them up for success.

Solution: Deliver concierge style service 

Exhibitors want EXPOSURE

Every exhibitor we speak to is asking organizers to make connecting to their target audience easier. They want their brand to be seen, their prospects to find them, and their new products or services to be showcased. Event organizers who build some basic brand exposure opportunities into their event will provide added value to exhibitors on the fence.

Solution: Offer unique engagement experiences that drive attendees to take action

Exhibitors want to STREAMLINE

With every event offering a different lead capture solution, how much time and energy does the exhibit manager spend on training their team for every single event to ensure no lead is missed and everything flows nicely into their sales process? How many leads are not captured because they have one scanner to share among their team? How many leads don’t receive follow up until days after the event or not at all? How does a company close deals if the next step of the sales & marketing process is not integrated into their lead capture workflow? The challenge is real!

Solution: Do not restrict their ability to capture leads. Now more than ever, exhibitors are seeking a Universal Lead Capture (ULC) provider so their sales team can use the same lead capture system with automated follow up and sales analytics everywhere they go. Event organizers who offer an option for exhibitors to plug into their Registration API will see exhibitor ROI soar and attrition decrease. Organizers who use unfriendly platforms that restrict API access for scanning badges will find push back from exhibitors who will find those events less valuable or friendly to their company.

Exhibitors want ENGAGEMENT

Ask any exhibitor…if you put them in front of a prospect…they will take care of the rest. That is why gamification has become so popular. Exhibitors who use an exciting activation or game in their booth are seeing up to 3x to 5x more leads captured than booths who do not. Plus, it is a known fact that attendees who engage in a memorable experience are 22% to 35% more likely to remember the brand and engage in a next step. Ask any marketing person, this is a dream for any brand and a goldmine for salespeople seeking to build new relationships.

 Exhibitors who know this are asking organizers for ways to promote their games and incorporate them into the event experience. Show organizers need to be prepared.  Exhibitors are on the hunt for engagement solutions and want to incorporate them into the event.

Solution: Organizers have an opportunity to make their event more exciting and engaging!  We suggest offering gamified lead capture as a premium option, or inviting exhibitors to “bring their own game” and plug it into your treasure hunt or other event engagement experience!

 

Exhibitors want ROI

If you were to speak to the CEO of any exhibiting company, they would tell you that ROI is their primary reason for exhibiting. Exhibiting at any event must contribute to the growth of their organization and move the needle forward. Exhibitors measure ROI in different ways depending on their goals. If brand exposure is the goal, they might track email and banner ad views, click thru’s, open rates, game plays, etc. to measure ROI. If lead capture is the goal they would track leads captured, quantity vs quality of leads, and sales generated to measure ROI. The more organizers understand the goals of the exhibitors, the better chance they have at meeting their expectations.

Solution: If show organizers want to improve their attrition year over year, they need to help exhibitors see the value and results your event delivers. Example: Instead of a paper scavenger hunt that cannot be truly measured, use a digital solution (Such as Waypoints or Hybrid Gamification) that can provide detailed analytics to both the show organizer and the exhibitor with a list of leads that supplement the lead capture their sales team is using in the booth.

 

In a nutshell, as we return to live events we cannot go back to the way things were. Events are forever changed, technology just took a huge leap forward, and hybrid is here to stay. The best thing organizers can do is to listen to exhibitors as they explain their challenges, enable them to be successful, and be open minded to doing things differently.

 

 A Message for Exhibitors!

Please keep in mind that event organizers need your help too. Their biggest challenges right now are re-negotiating contracts, managing logistics, and trying to organize speaker agendas and finalize floorplans when exhibitors and speakers are waiting until the last minute to confirm. Organizers have a lot on their plate trying to fill the exhibit hall, promote the event, make people feel safe, and bridge the gap between live and virtual. Now more than ever they are stressed to bring their event back to life on tight deadlines while trying to give you the service you need to ensure you return next year. Please work with them, confirm as early as you can, be patient if they can’t get back to you right away, offer suggestions and partner with them to put on a great show. The challenge of getting our industry up and running again is real and the best thing we can do is to help each other succeed.


Lead liaison is a multifunctional event platform that provides: Universal Lead Capture, User Customizable Gamification, Marketing Automation, CRM, Lead Management, Sales Enablement, Leader Boards, Point Rewards & e-Gift Cards, Waypoints for Sessions & Scavenger Hunts, Player Profiles, and more with over 3,000 integrations for all common CRM and Marketing Automation platforms.

To see how Lead liaison’s growing library of digital activations (games), universal lead capture, and reward-based solutions can help your company generate more leads at your trade shows, contact us today!

5 Gamification Companies You Need To Know About

As an event professional, you should be well aware of event engagement opportunities that drive additional booth traffic and help broker new conversations at events. A number of interesting gamification companies have emerged in the marketplace, providing event activations and gamification solutions. The following is a list of engagement platforms and a short review of benefits we found useful:

1. Captello

A 1-2-3 punch for event professionals, Captello offers Gamification (in the form of customizable activations with integrated lead capture forms), Prize fulfillment (a comprehensive self-fulfilling Rewards Center with an international e-Gift Card library and unique shopping experience), and a Premium Lead Capture app solution that launches on any smartphone or tablet.

Captello’s gamification arcade includes over 55 activations including games that educate and entertain; all of which can be branded and edited by end users in minutes with a simple browser based Activation Builder. Games launch on any connected device including smart phones, TVs and monitors, web pages, virtual event platforms, by hyperlink, embeddable iframe, or QR code scan. Unique to this platform are the rewards center, customizable leaderboards, treasure hunt, and self guided tour capabilities. These super flexible activations drive engagement, reinforce messaging, and broker conversations while capturing important lead data.

https://www.captello.com

2. Spinify

Spinify works by gamifying the sales process and providing incentives to sales teams for reaching and exceeding goals. Spinify leader boards launch on any TV or monitor providing real time visibility to team member positioning.

This platform encourages sales team members to work harder to achieve goals, and allows the employer to reward team members with prizes. Rather than a game or rewards platform, Spinify focuses on awarding points, badges and levels as a way of encouraging competition around company goals. In the event environment, using Spinify serves to create friendly competition among your exhibiting team members encouraging them to engage more and drive deeper conversations.

https://www.spinify.com

3. Drimify

Drimify offers a collection of digital games that can be customized with company branding and launched virtually anywhere: on tv’s and monitors, websites, via URL and by QR code scanning. A collection of 20 games includes quizzes, polls, tests, instant win games like spin the wheel and slot machine, and entertaining games like Pac Man, Memory Cards and Word Search all work to create memorable experiences for event attendees and corporate teams. Pricing is straightforward, however features like leaderboards, access to VIP support, duplicating games and some customization features all come at an additional cost that must be negotiated under their Premium Plan.

https://drimify.com/

4. LumoPlay

LumoPlay incorporates a combination of required hardware elements and apps to create interactive touch screen experiences from any display. A fun way to build engagement, LumoPlay has been used to increase interaction with museum exhibits, playground areas, public exhibits, and more. Users select from a suite of 18 licensable apps to create environments that can be manipulated by human touch, footsteps, objects like balls and bats, hand motions and more. Event exhibits can be made immersive with LumoPlay, however app selection seems to be limited to games that entertain with little to no educational value, and setup requires a hardware kit, which represents significant effort to set up – especially in the case of portable / temporary booth environments.

https://lumoplay.com/

5. Mentimeter

Developed to engage audiences in sessions, workshops and presentations, Mentimeter provides solutions that help presenters deliver messages that demand audience participation and increase interaction and memorability.

Using Mentimeter’s library of pre-designed templates, presenters can edit, customize and create presentations with engaging elements including live audience polls and surveys, live feedback, entertaining quizzes, and word clouds that help to visualize the audience’s ideas on-screen. Mentimeter templates and interactive elements are simple and help presenters to deliver information in engaging and memorable ways.

https://mentimeter.com/