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sales surpassed $2.3 billion this year, touting your products at fairs, trade shows, and festivals might seem like an outdated tactic to grow your business.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
This article is specific to trade shows in the APPAREL market. The way we do business in the apparel and textile industries is being altered at lightning speed. With that in mind, the trade shows that serve those industries also are taking major steps to keep up with that changing world. We caught up with trade-show organizers to find out what they are doing to better serve customers. Here is what they had to say:
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 effectiveness,, keeping customers, motivating at trade show events, marketing effectively at trade shows, effective trade show marketing, attracting an audience, trade show booth selling
You know a SWOT analysis is important, but, how do you conduct one? There are four steps you’ll want to take when evaluating your business as a whole, or your product in particular. Before you start, you’ll need to figure out what you’re evaluating with your SWOT analysis. Creating a social media program, launching a new product, or considering a brand re-design are all good reasons to conduct a SWOT analysis.
To visualize your SWOT analysis, it's helpful to make a table. Here, I’ve created a sample using a simple Google Doc table -- feel free to use the model yourself, or create your own as it suits your needs.Read More
Topics: 20x20 custom trade show display, customer island exhibits, selling at medical events, chicago trade show events, exhibit design search, marketing effectively at trade shows, 2018 trade show planning
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: selling at medical events, chicago trade show events, motivating at trade show events, marketing effectively at trade shows, effective trade show marketing, drawing prospects into a booth, attracting an audience
Great marketers care deeply about copy, obsess over visuals, and pour their hearts into content. It’s this dedication to detail that drives leads, grows funnels, and inspires customers to buy. But great marketers also know a hard truth about their work. That ultimately, no matter how much effort goes into building and refining your marketing strategy, something else will always have a bigger impact on buyers. There is one voice that speaks louder than any blog post, captures more attention than any ad, and inspires people like no expertly crafted video ever could: The voice of your customers.Read More
Sales promotions aren’t always necessary to close business. In fact, salespeople shouldn’t get in the habit of regularly using promotions when mastering essential negotiations skills. For sales leaders, promotions either make the customer’s decision easier or motivate the salesperson to work a little harder. Both scenarios require a something extra from the seller.
So, are sales promotions necessary in 2018? Oh baby, they sure are. When constructed correctly and deployed intelligently, they should enhance, not disrupt, the sales process. Here’s some advice on how to make your sales promotions kick ass instead of a pain in the ass.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
Oh, baby. You’re in a sales demo, the company CEO just cycled in (17 minutes late), apologizes for being “slammed,” and immediately jumps into aggressive questioning. This is the biggest deal in your pipeline, you’ve been forecasting it for nine months, and, suddenly, it’s being threatened. Maybe this CEO asks why your widget factory doesn’t have an API, or why you don’t offer to send someone to install your SaaS on their internal server (think about it). These are extreme examples, but most salespeople have faced something similar when trying to hit quota.
So, how do you respond when a customer makes a point, raises a concern, or critiques your product/service in a way that’s fundamentally inaccurate? I’ve got a few ideas.Read More