Home Show Magic

Article provided by Remodelers Advantage

Hey, looking for some great leads? Get into a home show! Well-managed shows are full of homeowners who’ve paid a fee to see you — and they’re ready to buy. Sound good?

They can be amazingly effective generators of high quality leads — if done right. Doing it right means determining your goals for the show, creating collateral materials to hand out, training personnel how to handle themselves and investing in a beautiful booth. Spend the time on this up-front planning or you’ll be throwing that hard earned marketing money out the window.

Your Goals
Want raw leads? If so, a drawing is an excellent tool . Have a system to rate the leads and handle the onslaught after the show.

Want appointments? Focus on the homeowners who are dying to have you - then qualify, qualify, qualify!

Want increased awareness in the community? A great-looking booth and pre-show marketing can help.

Hand Outs
A brochure or flyer (professionally designed, please) is essential. Other ideas are topquality specialty items like magnets or yardsticks.

Personnel
An unmanned booth is a waste of time. Have the booth manned at all times by enthusiastic, well-spoken, nicely dressed staff who understand the importance of this initial contact . Maintaining that constantly smiling exterior is hard work so keep shifts to three or four hours. Remember, no sitting, no eating, no drinking and no crossed arms. All of these things make prospects uncomfortable and will compromise your success.

A Booth that WOWS!
This is where the rubber meets the road. Those companies with the best booths get the most attention — and the most business. Guidelines include:

* make it approachable. Don’t hide behind a counter. Invite people in to feel, touch, and talk.

* professional lighting makes the difference between ordinary and stunning.

* target your top prospects. Install materials and information to appeal to your favorite market. If you sell mainly to middle class folks, don’t use Sub Zero appliances and all granite countertops or show photos of just $500,000 additions. If high end is your goal, stay away from laminate counters and vinyl replacement windows.

* show your range.