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ebackes88 Regular user 153 Posts |
Hi, I'm really interested in getting into trade show work, but I'm not sure where to start. The main approach I've heard is to find an upcoming trade show online, go to the exhibitors list, and contact everyone on the list. My main question is how do I find the contact information or who to contact? Any help would be appreciated, I'm very serious about pursuing this but many of the courses are to expensive for me right now. If anyone is willing to give me any advice through here that would be great, but a skype session or phone call would be amazing. Thank you!
P.S. I'm looking for help from people who actually work trade shows and have success with it, not what has helped you in another market or what you think/hear a good approach is. (Hope that didn't sound harsh, I didn't mean it to.) |
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Dannydoyle Eternal Order 21219 Posts |
Where are you located?
Danny Doyle
<BR>Semper Occultus <BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell |
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lou serrano Special user Los Angeles, CA 671 Posts |
First, you should invest in Seth Kramer's A Modern Trade Show Handbook. It's only $55 US, and it's a treasure trove of information. If you can't afford to invest $55, then you may want to rethink getting into this line of work. I've been performing at trade shows for almost 20 years and I still use it as a reference. Here's the link to his valuable information: http://www.sethkramerproductions.com/handbook.htm
Second, make sure you have a website or webpage that specifically addresses the concerns of a company exhibiting at a trade show. It should position you as the solution to the prospects problem. What is the the problem? Lack of traffic at the booth, and not having a way to best accomplish the goals of the company at their specific show. Third, if you haven't already, go to a trade show and study what companies are doing to draw attention to their booth. In most cases, they aren't doing anything, in a few cases, you will see some great trade show magnets who consistently draw crowds to the booth. Study how they create attention, how they deliver their messaging, and how they create results for their clients. Then figure out how you can do a better job. In regards to your specific question. Google is your best friend. You find the the specific person to contact by calling the company and asking, "Who is the person in charge of coordinating the trade show exhibit at XYZ conference?" Once you connect with that person, make sure you have a script that focuses on the results that you can bring to the company.. I hope this helps. Lou Serano |
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Mindpro Eternal Order 10586 Posts |
Quote:
On Feb 5, 2018, ebackes88 wrote: Where are you getting this information from? Have you ever been to a trade show and seen such a performer doing this? I only ask because working trade shows is usually nothing like most performers seem to think it is. And yes, I do quite a few major trade shows, in fact, some of the largest in the world. I also produce trade shows internationally. Also, do you know how magicians are perceived by many in the trade show marketplace? Do you know some trade shows specifically ban or forbid magicians? Like Danny, I am curious to learn how much you know and what you are basing your interests on, including your age, experience and location. Are you even in a trade show market? |
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lou serrano Special user Los Angeles, CA 671 Posts |
To the OP,
If you haven't already, check out this video blog I posted last week. It explains how I booked my very first trade show gig. It's a technique I still use today to book trade shows. https://www.louserranomarketing.com/blog......owing-up Lou Serrano |
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ebackes88 Regular user 153 Posts |
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On Feb 5, 2018, Dannydoyle wrote: Seattle, WA |
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ebackes88 Regular user 153 Posts |
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On Feb 5, 2018, lou serrano wrote: I actually just ordered that and it is coming any day now. |
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ebackes88 Regular user 153 Posts |
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On Feb 5, 2018, Mindpro wrote: I got that information from marc pauls dvd. And I mean contact them via phone or email. Not at the trade show. I did know that some trade shows forbid magicians, I also know that some forbid any kind of amplification. I am basing my interest on very little information to be honest. I have watched the Marc Paul dvd, the Eddie Tullock dvd, and ordered the book that Lou mentioned. I also spoke to Chad Long and another magician, Darell Fisher about their work in trade shows, as well as watched videos of trade show magicians on youtube. I am 30 years old, and live in Seattle WA where a lot of trade shows pass through, I have been doing magic for about 5 years, and semi professionally for about 3. Here is a video of me working a corporate party recently. https://www.youtube.com/watch?v=ud5GarC3JXc |
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ebackes88 Regular user 153 Posts |
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On Feb 5, 2018, lou serrano wrote: I watched it, fake it till you make it is something I also believe heavily in. |
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Dannydoyle Eternal Order 21219 Posts |
Or fake it till you get caught.
Danny Doyle
<BR>Semper Occultus <BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell |
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ebackes88 Regular user 153 Posts |
Quote:
On Feb 5, 2018, Dannydoyle wrote: If you're prepared and competent that's very unlikely. Faking it doesn't mean going into it blind, it means being confident and sure of yourself. |
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Dannydoyle Eternal Order 21219 Posts |
If it means taking jobs you are not prepared for it is not a good idea.
But hey man go for it. If it works for you I'm not going to tell you not to do it.
Danny Doyle
<BR>Semper Occultus <BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell |
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ebackes88 Regular user 153 Posts |
Quote:
On Feb 5, 2018, Dannydoyle wrote: I don't want to get into an argument, but what I just said was "you should be prepared" That's why I am doing the research I'm doing, and why I'm on here asking for advice. If you have any other resources I would love to hear them. The only thing I've found besides the book and DVDs I've got is the trade show University which is like $600 |
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Dannydoyle Eternal Order 21219 Posts |
What experience do you have that would make you an attractive hire for trade show exhibitors? Have you been to a trade show?
I'm not trying to be obnoxious but this is the type of question you will have to be able to answer with something other than "I know how to do magic". What about you and what you do is going to attract people to trade show booths? How are you going to help them see a benefit to hiring you to be at their booth? This is the question. Of what benefit is having you vs not having you or having another form of attraction? I admit these are tough questions and make many uncomfortable. I am sorry for that. They seem harsh but are not. BUT this is one of those industries you don't want to just jump in and get a bad name because you are not prepared. They spot the "fakes" VERY quickly. The industry of trade show magic has taken some serious hits in the past decade. It has gotten much better but economics has cut into a once lucrative spot. Can you stand on your feet for 8 hours a day performing? Do you need amplification or can your voice carry? Can you survive a week of 4-8 hour days vocally? There are so many things to prepare for that "faking it" won't help. Honestly is $600 a barrier to entry for you? If so then trade show work might not be your thing as you will need to have suits and all sorts of things that are going to cost FAR more than $600. You also have a serious time lag while trying to build a client base. Do you have a job during the day that allows you to be able to take off the time to do the trade show work you want to do? All of these questions and MANY more are going to come and hit you right in the face very quickly. None are intended to be mean or harsh but very real is all.
Danny Doyle
<BR>Semper Occultus <BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell |
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Mindpro Eternal Order 10586 Posts |
I think you're doing the right thing by asking questions. Soon those will start chiming in with no experience but just offering their opinions and this thread will get derailed into a bad direction.
So let me first say you need to become educated to the trade show market. You need to separate reality from perception and opion. Your first said you are looking to hear from those with actual trade show experience, which I think is great and I hope others here will respect. Let me give you some thoughts that will likely be the best free information you will get on the subject. First, based on the description of trade shows on your website, you seem to have a poor and limited perception of what trade show performers actualy do. The whole description is very much a magician's mentality and perspective. Not at all the proper way to think and even worse to use to try to target clients in the trade show market. As Seth will tell you in his book, it is a hard market to get into. Most that perform are masters in the business. The most important thing is getting your first job AND DOING A FANTASTIC JOB FOR THE CLIENT. This will be more beneficial than you can currently imagine. The next thing is to get not just the proper education of the trade show market, but the right perception and understanding. This includes the most important thing which is it is NOT about the magic, and it is NOT about gathering a crowd. If this is your belief you might as well stop right now, save yourself months or years of frustration and whatever money you will spend on this over the next several years. As a matter of fact, you need to shift your entire thinking, mindset, and mentality away from magic, away from you and ONLY to that of the client - what they want, what their interests and needs are, and what benefits and results you can deliver and provide to them. At this point, nothing else matters. It is not about magic or entertainment at their booth, this is rarely of interest and produces little interest or benefit to the client, and likely will not justify the cost. Once you figure all of this out, then you have to find a way to convey this position and message through your marketing. ONLY THEN are you even close to beginning to solicit or market to get prospects. As part of your education, you need to undertsnad the format of the trade show performance, expectation (more important than I can stress) and how it fits in with a plan of benefit for them to get the best utilization of you being there. You must focus on the clients needs, interests and purpose. You have to be able to articulate this professionally and distinctly to them to really have a chance of executing in this market. Also remember there are many types of opportunities in trade show performing, some that have nothing to do with trade show booth or performing on the trade show floor. I would suggest perhaps learning about and considering these as a more suitable and probable starting point. Also, most importantly understand the difference in professional and consumer markets. Most trade shows are professional markets. Once you understand this and all it entails, you will soon see there are many easier and more efficient ways of marketing to trade show professionals. What you described is using consumer market techniques to try to generate professional market bookings. Sure, if you make 300-500 calls and happen to find the correct contact you may get one booking or so. If that is what you have to do to start, go for it. My only word of caution is "fake it to make it" will not fly in the trade show market. You can not fake experience, results or their expectations. You will only be making yourself seen as unprofessional and just another magician and NOT a trade show professional. They do not INVEST in a booth attraction to get just a guy doing tricks or "faking it" in any way! As I said, the first step is getting the right education to gain the proper understanding of the trade show market. It is one of the hardest and most demanding of all performance markets. It is not as it appears. Also, your statement about $600 being too much to learn a bit about the market is very alarming. It is one thing to have this mentality as a 17-year-old or maybe even a 20-year-old kid, uit as a 30 year old adult you should certainly see and understand the value of investing in your knowledge and education and really investing in yourself. If $600 scares you, I would stop considering the trade show market right now, as you will have to spend far more than that to execute your first booking in the first place. |
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ebackes88 Regular user 153 Posts |
Dannydoyle: I have been to trade shows, but not as a performer. I have never actually seen a trade show performer in person.
My marketing message and salesmanship is something I am still working on. I can stand for 8 hours. I am taking vocal lessons. I'm willing to invest the $600 if I know it will be beneficial, but all I know is that the website says it's great. I don't know anyone who has used it, and I have wasted plenty of money in the magic industry on stuff that was not very helpful. I am self employed and can take all the time I need. Mindpro: The description on my website is something I threw on there two years ago before I had looked into anything to do with trade shows, it was mainly filler. As I said to Dannydoyle I'm not totally against spending the $600, but I don't even know if the course is worth it so I would rather look into cheaper options. I don't think anyone's being harsh and I appreciate any input I can get. I think maybe my "fake it till you make it" statement was misinterpreted. I didn't mean that I am going to just book a job without knowing anything about the market or what to expect. I just meant that projecting confidence affects how you view yourself and how others view you. |
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lou serrano Special user Los Angeles, CA 671 Posts |
It is said that ignorance is bliss. I'm glad I didn't know all the things I didn't know when I booked my first trade show. If I had known, I would have never started.
Working trade shows are much harder than most people think. They're also much easier than most people realize. Lou Serrano |
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Bill Hegbli Eternal Order Fort Wayne, Indiana 22797 Posts |
Her are a number of books on getting into Trade Shows, there are different areas for the performer.
It boils down to, you have to be a salesman. BUT, 1st you need a magic act, and if a client says, I need so and so mentioned in your presentation, you have to be creative enough to have a trick you already know, converted to the client's message/messages. You are a pitchman 1st, strolling company men and woman going up and down the isles. You have to call them over, and keep them there, and possibly introduce them to your company sales staff. You have to ask yourself, can you communicate with presidents of companies, give a sales presentation to the company board of directors, and sell our skill, at increasing their client list. Do you have 4 or 5 hundred dollar suits. Like working in a tie and suit. Can you stand for 8 hours and do the same tricks over and over like it is the 1st time you presented them. Can you create scripts, as the company has to approve them. Can you deliver. Can you feel like you deserve $2000 a day, plus per diem, for 3 to 5 days straight. This is just some of what will be expected of you. |
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Ian Richards Loyal user 226 Posts |
Harrison Carroll has a website that might be helpful: http://thetradeshowuniversity.com
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WDavis Inner circle 1276 Posts |
I will only make a comment on the $5-600 suits. Many attendees will be wearing a better suit than that and they will notice the cut and fit more than the dollar amount spent. So if you are going to buy a cheaper suit <$1,000 then make certain it is tailored to fit (this also includes tailoring your dress shirts for underneath the suit jacket). Upper management will see your professionalism there in the suit as well as attendees. I remember more than one time attending a convention and the people going from the lobby bar to the sales booths just to see a “magician” unfortunately it wasn’t for how good he was, his attire became a bit of comic relief and created a stigma on the shop that hired him. In short, his lack of understanding of how to dress professionally while simultaneously trying to look like someone who could walk at the same level with senior executives became a sort of slander, “as good as the cfa magician” the shop never really recovered and eventually shut down, I’m not saying the magician caused it, but the magician became symbolic of their work. So make sure you are dressed to match the convention and your appearance presents the buyer favorably.
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