In a world where retail eCommerce sales surpassed $2.3 billion this year, touting your products at fairs, trade shows, and festivals might seem like an outdated tactic to grow your business. However, showcasing your product or service in real life still has high sales potential today. 82% of trade show attendees are directly involved in their teams’ purchasing decisions, so setting up shop at fairs, trade shows, and festivals is one of the best ways to connect with your target accounts’ key decision makers. Trade shows can also help you connect with other players in your industry, market your brand to a large audience, and gather feedback about your products. To help you get the most out of your next trade show, we’ve compiled five effective strategies for selling your products at your booth. And hopefully, they can help you instantly attract your visitors’ attention and convince them to buy on the spot.Read More
Trade Show Display Marketing Tips and Advice
We think TRADE SHOWS are the best way to touch a prospect. But in between your shows you might want to look at these tips: For years, there’s been a debate raging in the sales community: When reaching out to a prospect for the first time, should you call or email? After all, first interactions with prospects are key -- you’re aiming to establish trust, provide value, gather key information, and perhaps even secure a follow-up meeting. If you don’t use the right medium, they’ll be less receptive to your message (and that’s assuming they engage at all).Read More
For all the powerful processing work the human mind can do, it's still prone to making bizarre assumptions and jumping to illogical conclusions. Unfortunately, we don't usually recognize these patterns as strange. Since they're unconscious, they seem normal. Like it or not, these biases are part of us, so those in the business of persuasion can benefit from learning how to spot and play to them.Read More
Topics: trade show booth selling, attracting an audience, marketing effectively at trade shows, effective trade show marketing, motivating at trade show events, keeping customers, trade show effectiveness,
I play this game every single time I go through the line at the grocery store, and while you might think it sounds crazy, hear me out: Since I started doing this two months ago, my ability to quickly build a rapport with a total stranger has improved dramatically. This might be a great thing to practice and use in your trade show exhibit at your next trade show event.Read More
Topics: drawing prospects into a booth, attracting an audience, marketing effectively at trade shows, effective trade show marketing, motivating at trade show events, chicago trade show events, selling at medical events
When you attend a trade show or another live event on behalf of your business, it's important to be able to show the rest of your company that the investment in sending you was worth it. Because it can be challenging to determine the ROI of your presence at live events, leaving the event with a closed sale or two under your belt can really help to immediately demonstrate the worth of your presence. On-site selling can be extremely difficult, so before you attend your next trade show or event, here are six steps you can take to increase your chances of successfully executing on-site sales.Read More
Even at a trade show event - you want to create a sense of urgency with the person in your booth. Your product could be a great fit for your prospect. It's within their budget, you've offered them the perfect discount -- it should be a slam dunk. But unless they feel a sense of urgency, your prospect won't buy. So, you should create some. Right?
Ask the right questions -- like the ones below -- and get your prospect to realize they’re unhappy or dissatisfied. And if your questions don’t lead them to those conclusions, accept they’re still in education mode and let your marketing department nurture them until the time is right.Read More
If you’re a follower of Trade Show Insights – or you’ve attended any of my workshops – you’ve probably heard me talk about the importance of rewarding your team. Celebrating your wins not only results in happier teammates and reduced stress, but it also helps to build a feeling of community and camaraderie among your team. Now that doesn’t mean you should only reward those who work your trade show booth. It also isn’t just about celebrating the big wins. You’ve got to find ways to show appreciation and allow a little time for kicking back at every stage of the exhibit marketing process (or whatever projects your team is working on), or else people will begin to burn out.Read More
Over the last 10 years, inbound marketing has proven to be a great way to generate leads and acquire customers and help you hit your quota. Inbound marketing is a holistic, data-driven approach that leverages content on your website to attract buyers researching your products and services online and then convert them to leads so that you can close more deals. It mirrors the way people buy in today’s digital environment and works in both B2B and B2C situations.
But what if you don’t have a marketing department or your marketing team doesn’t practice inbound? What if you have to generate your own leads? Many sales professionals don’t have the marketing support to rely on a steady flow of inbound leads, but still have to hit their quotas. Luckily, the inbound sales methodology provides many ways to fill that need. Here are a few ways you can start generating inbound leads on your own.Read More
When I was a beginning exhibitor, I’ll never forget how I learned the importance of attendee promotions at one particular show. It was a local event which was open to the public, but took place over Mother’s Day weekend so it faced a lot of competing events around the city. On top of that, it was a new show, so hadn’t yet built a loyal following who looked forward to coming year after year. So while exhibitors had been promised a crowd of several thousand, it turned out to be more like a few hundred over the course of the multi-day event. My neighboring exhibitors were all grumbling about how pathetic the turnout was, yet traffic in my booth was somewhat steady.Read More