No matter how great your company's display, you're going to be competing for your prospect's attention at all times. This is because there will be other vendors - not to mention models, video displays, live demonstrations, and all other manner of distractions - sits just a few feet away. Nevertheless, his ability to pass people and turn them into potential customers will determine whether you ever have the opportunity to enter the rest of the sales process is fair. To help you make the biggest impact on your stand, here are some tips to get you started:
make the most of your Hi
Introduce yourself and deal with visitors at the same time. My method of achieving this is simple. What has caught your eye on our stand today? It's so easy, and one that invites prospects to share your thoughts.
to emphasize the positive:
in the same way, do not fall into the trap of projecting any negativity. Mumbles, looking discouraged, and staring at your feet all say the chances the same thing: it would be better off taking your business elsewhere. Most buyers come to trade in a good mood, for many, it's their only chance to get away from their rural home office for the entire year. They want to see the smiling faces of others and give them one.
be fun:
has a good chance your visitor will ask about your product or solution. Do not launch into a full demonstration, but try to make them a feel for what you offer a bit of humor and showmanship. Using the right tone of voice and body language does not only attract prospects in what you say -. It also helps keep you in the right frame of mind
Control of Conversation:
Instead of talking about the weather, or the night before a game, see if you can deal with the prospect, and discussion about their product needs. You do not have to turn interactions into formal sale of the situation, but you should do what it can to keep things on topic. Ask open questions, and then see if the answers to open the door.
Qualification, Qualify, Qualify:
from the time the trade is limited - and therefore likely to be several hundred potential customers about - finding real prospects, those with purchase intent and authority, the name of the game. I do not make a mistake, they will be at a trade show. Proof of the survey, Inc. has done research which showed that 84% of men and women circling around midday trade at least have some influence on the buying process, and an average of 53% of those who are looking to make a big purchase in the coming calendar year.
the Trade Show sale:
Of course, I do not want to read too much into a simple greeting, some men and women would be fair just to see what is new, and walk around without buying intentions. But if you make an impact, much less create a years worth of sales in a few days, you're going to have to become a master at opening doors, practice your boothsmanship until it feels natural. It is more difficult skills than you would think, but it can do a lot of money.
