When I first started my cash on demand business offering niche products, I was offered the opportunity to set up a stand at a 3 day trade fair to be held at Birmingham NEC, aimed specifically at the ‘Business Opportunity’ industry.
Since I had been testing various ways of marketing my Video Tape Products at that time … having acquired some licences to some tapes from the USA … I jumped at the chance.
Of course I knew absolutely nothing about trade shows at the time and could never imagine myself doing one, in a million years. Nevertheless I decided to worry about that later and booked a space for a stand since this was a trade fair for people wanting to start up a business … and so offered me direct access to thousands of would be Entrepreneurs … my EXACT TARGET MARKET for those niche video tapes.
Individuals who’d actually paid to take a look at products like mine. In other words, they were highly qualified prospects … and they’d all be coming to me … I didn’t even have to go out looking for them. I also thought that to get access to such a highly targeted group of potential buyers using a traditional method, such as direct mail, would cost me thousands of pounds, but here I could do it for a few hundred. It was too good an opportunity to miss.
Besides, I figured that it couldn’t be too difficult. After all, it was nothing more than a glorified boot sale as far as I could see.
Now before I continue, I’ll just stop here and repeat what I said before. Before you say “it’s not for me … I don’t want to exhibit at trade fairs…”, please do yourself a HUGE favour and just read through this Module because there’s some really important information coming up here which you could apply to other cash on demand techniques I’ve discussed with you in the past.
And of course, remember, there are a number of ways of using these niche trade fairs for profit even if you don’t do it yourself. Something which will become obvious to you over the next few pages.
In fact, even if you just end up offering your products through someone else who has Trade Fair Stands, you should know how they make them work because it will influence a number of things you’ll want to do with your product to maximise your profit potential … everything from the title of your product, to the way its presented (the look). You’ll understand what I mean as you read on.
So why would I want a stand at a Trade Show?
Well of course there are a number of reasons, but when I first started out the main thing I was considering was that it seemed to offer a great way of TESTING a niche product and getting instant feedback by displaying that product to the customers ‘live’.
This assumption proved to be right … something I found out at that first trade show at the NEC. As I said, I had a number of Video Tapes I’d just got hold of from the USA at the time, one of which was a set called The Newsletters For Profit Seminar Series … named by the way after the seminar that was filmed on the tapes. This was the overall set’s title, but in addition EACH tape also had a different title of its own … just as a book has individually titled chapters.
Now all I did … remember, having never done anything like this before … was to basically stick the full set of all the video tape boxes up on a shelf on the back wall of the stand I’d been given. In fact, looking back I’d almost hidden them away from passing visitors. DOH!!!
Not the brightest thing to do at a place where you’re supposed to be displaying your products. Still, as I said, I had no idea at the time. However, despite this something happened at that trade fair which made me begin to think differently. I guess it was the seed of the whole cash on demand system I was to unravel and which has gone on to make me a Multi-Millionaire. So for that fact alone I’ll always be eternally grateful for trade shows.
Here’s what happened. From all the video tapes I had on ‘display’ … and there were about 21 if I recall … ONE seemed to catch everybody’s attention. Passers-by would often stop and say to me:-
“What’s that? That tape called The Lazy Mans Way to Make Money?
How much is that? Can I buy just that video?”
They were questions I was repeatedly asked over the 3 days. Visitors to that exhibition looking for business start up products and services wanted that one tape.
They had NO idea what was on the tape. There was NO sales material. There was NO promotion of it. In fact, it really was just hidden away amongst 20 other tapes … and yet everyone wanted to buy ‘The Lazy Mans Way to Make Money’ tape.
I was amazed! And it’s this which actually gave birth to my cash on demand mindset…
The first realisation of the power a title has … the power of the headline if you like … to draw in people like a magnet even when they don’t know anything about the product itself.
So what happened? Well a few months after that trade fair at the NEC, I edited together some different video content…. only this time guess what I called the set?
You’ve guessed it – ‘The Lazy Mans Way to Make Money’. It was a real no brainer. After all, I ALREADY knew that the market would buy it. My experience at the trade fair told me that – it was definitely a hook.
I knew DEFINITELY that there was a demand … almost irrespective of what was on the tape … all I had to do was offer it to the right audience and I’d have an instant winner!
To cut a long story short I went on to sell thousands of that tape set … and have used similar titles on numerous products over the past few years. All of which have also been incredibly successful too.
And all thanks to the fact that…
Niche Trade Shows give you instant feedback…and certainly gave me a great idea for a Cash On Demand product that went on to sell thousands of copies