FAQs

1. WHAT DOES A PRESENTER DO?
A trade show presenter gives live presentations in your booth that tell people about the products and services you offer. A presenter's primary function is to draw regular crowds of people to the booth, give them a quick rundown of what you do, and encourage them to take immediate action (trying a demo, reading literature, and speaking with your staff). Your presenter is essentially your very own town crier - the person who literally shouts your message over the show floor.
 
 
2. HOW DO YOUR PRESENTATIONS WORK?
As with most presenters, my presentations usually run about 8-10 minutes, and are performed roughly twice an hour through the day. They are delivered in a theater area inside your booth, and usually accompanied by a video screen showing a PowerPoint or Flash presentation. Often I'll also give out prizes like t-shirts or hats, to entice people to watch or participate in the show. Some presentations also include live product demonstrations if appropriate.

My presentation style can vary according to your needs. Some presentations are designed to impart large amounts of product information very quickly, so they employ a straightforward, businesslike delivery. Others aim to generate curiosity about a company, and tend to be more casual and include audience participation.

Most of my presentations blend these approaches, delivering a solid amount of product information interspersed with bits of humor and audience interaction. That way, the crowd gets a basic grasp of your products while remaining relaxed and attentive. I'm happy to help you determine what style of presentation works best for your company, products, and show.
 
 
3. WHAT ARE THE BENEFITS OF A BOOTH PRESENTATION?
Presentations do four things very well:

1. They draw a continuous stream of large crowds to your booth throughout the show.

2. They give people a general understanding of your products and services, so your staff doesn't have to re-explain the basics in every conversation.

3. They tell people about items and events of interest at your booth, such as demo stations, literature, contests, and special events.

4. They help create a positive "buzz" around your booth that something exciting is happening, which encourages more attendees and press to visit you.

In short, the presentation delivers exactly what you want at a show: consistent crowds of curious people, with a basic grasp of what you do, who are eager to learn how to match your products to their particular needs. That's a perfect setup for your staff to begin a one-on-one relationship with them, which helps you generate more qualified leads. And it's an invaluable asset on the trade show floor, where you're competing with every other booth for the attendees' attention.
 
 
4. WHY NOT HAVE MY OWN STAFF GIVE THE PRESENTATIONS?
Most companies find this approach doesn't pay off. Staff members ­ even those who are good speakers ­ are often reluctant to give presentations at a trade show, and struggle with a delivery style that requires as much entertainment "sizzle" as factual "steak." Theater schedules also may demand as many as fifteen presentations a day, each one punctual and polished. If an employee's interest or energy level wanes, presentations can suffer.

More importantly, though, assigning staff members to presentation duty is generally not the best use of their time. Your staff needs to be available for all the other important facets of the show, like talking with leads, giving demonstrations, speaking with the press, investigating other booths, attending seminars and workshops, etc. Most employees are best utilized (and happiest) by being allowed to tend to their primary duties, without being chained to your theater.

In contrast, hiring a professional presenter means you've got a pro on your team, who is comfortable with the format, excels at public speaking, and is dedicated to just one thing: giving a great performance every single time. Since the theater presentation is such a crucial component of your booth, many trade show managers find it's worth hiring a professional, and knowing that their presentations are "covered" by someone both talented and reliable.
 
 
5. WHAT KIND OF TRAINING DO YOU HAVE?
There is no formal training for presenters, but I have backgrounds in both corporate sales and theater which combine nicely for trade show performance. My professional background includes literally dozens of hi-tech companies, so I know how to speak the language of technology accurately and believably. My theatrical history covers a lifetime of film, television, plays, musicals, and improv comedy, so I'm very comfortable delivering lines on stage, and interacting spontaneously with an audience. (see biography)

My most important training, however, is my previous experience on the show floor. I've given presentations at over 150 trade shows and special events, speaking on subjects ranging from computer security to a burger-flipping robot, in layman's terms and with precise technical sophistication, in booths small and large, for consumer and industry-only shows, all over the United States. In short, whatever assignment you've got in mind, I've probably done something similar already. And that, of course, is the best training of all.
 
 
6. HOW DO YOU PREPARE FOR A SHOW?
Most of my work comes not on the show floor, but in the preparation leading up to the show. First, I learn about your company and products, by perusing your web site, speaking with your staff, and reading your printed materials. I also go over the presentation in detail, making sure I understand all the concepts and terminology mentioned in the script. And if you'd like, I'm always happy to polish up the wording a bit, to adjust it to my presentation style, and help make it more "speakable." Finally, I'll record the presentation onto the EarPrompter (What's that? See next question) and practice it several times. So when we finally meet on rehearsal day, I'm already prepped and ready to go.

On rehearsal day, we practice the presentation several times, and make any necessary last-minute changes. We also check that the theater equipment is working (microphone, speakers, laptop and video screen). At that point, we're ready for the show!
  
 
7. HOW DO YOU REMEMBER THE PRESENTATION?
I don't, but I'm glad you were fooled! Like most presenters, I use a wonderful tool called an EarPrompter. The entire system is completely invisible to the audience ­ they think the whole presentation is delivered from memory.

Using an EarPrompter has several advantages. For me, it means I don't have to endure the hair-pulling rigors of script memorization, and I don't have to worry about forgetting lines during the show. Since I know the words will be there when I need them, I can channel all that nervous energy into a confident, powerful performance.

An EarPrompter also gives the client crucial time to edit the presentation right up through rehearsal day, rather than sending it to me weeks beforehand for memorization. In fact, clients can even make changes after the show begins. All I need is a few minutes to re-record the relevant passages into the EarPrompter, and I'm ready to go again. So with the Ear, you get more time to work on the script and a superior performance every time, and I get a good night's sleep! I also teach a professional workshop in using the ear-prompter. So, rest assured, nobody knows what they are doing better than me!
 
 
8. HOW DO YOU HANDLE AUDIENCE QUESTIONS?
Questions are a welcome sign that the audience is listening, and considering the concepts in the presentation. However, I generally don't take questions from the audience during the show. First, it interrupts the flow of the presentation. Second, I often don't know the answer, and it's best if I don't use my imagination! Third, if I do offer an answer to a single audience member, the rest of the crowd tends to tune out or leave. Finally, one question inevitably begets more questions, and soon my presentation has become a press conference.

The biggest reason, though, is if I answer their question, I'm stealing your opportunity to grab a lead. Their question is their springboard into the booth. It gives them a reason to approach you after the show, which gives you an opportunity to introduce yourself, qualify them, and show off your products. If I answer their question and they leave, I've removed that opportunity. So my approach is to tell people that I'll take their questions at the end of the show. After the show, I personally escort them to a staff member, introduce them, and let the staffer take over.

 
 
9. HOW MUCH DO YOU CHARGE?
My rates are very reasonable, and in line with most professional presenters. They vary depending on the event and the type of presentation requested. I'd be happy to discuss rates once I know the details of the assignment. As with most presenters, I do request reimbursement for basic show-related expenses, such as airfare, hotel, and in-town transportation. I do not charge for other items, like per diem and travel time, and of course there are no agency fees involved, unless it is an agency referral.

Please remember, fees for presenters can seem large at first glance. In fact, my rates usually represent a tiny piece of your overall show budget (sometimes I cost less than the plants!). Remember, you're already spending quite a bit just to exhibit at the show. Since live presentations often double or triple a company's lead count for a small fraction of the overall cost, using a presenter really does provide the biggest "bang" for the smallest trade show "buck."

SPECIAL NOTE: I know that many companies are tightening their marketing belts these days, and I always try to be understanding and flexible for my clients. If you would like to book me for a particular event, but are concerned about budget constraints, PLEASE LET ME KNOW. I'll try my best to work out a rate that suits your needs.

 
 
10. OK, I'M CONVINCED. HOW DO I BOOK YOU?
Here are the steps involved in booking me for a trade show or other event:

1. If you're thinking of hiring me but aren't quite sure yet, let me know the show dates. I'll block them for you and give you right of first refusal, meaning I'll check with you before taking any other work on those dates.

2. When you're ready to book me, let me know! We'll work out the fees, and I'll ask you to sign a standard contract provided by me unless otherwise arranged verifying all the details. If I'm not available, I'd be happy to help you find another great presenter, at no charge.

3. Next, there is a 50% deposit due within two weeks of signing the contract.

4. Then, we make travel arrangements. Generally, I buy the plane ticket myself (I work hard to find low fares), and request reimbursement after the show. For the hotel, I will ask you to book a room for me in the block of rooms reserved for your staff, or we'll make alternate arrangements. SPECIAL NOTE: If your travel budget concerns are great, let me know. I will try my best to make an accommodation to fit your budget!

5. After that, we begin the preparations, which might include scriptwriting, polishing the presentation, and finalizing show details (rehearsal time, badge pickup). And before you know it, it's showtime!

I'd be happy to speak with you further about any of the items discussed above. You are welcome to call me at 310-316-3078 or write me at brianroberttaylor@yahoo.com.

I look forward to working with you!