Trade Show Display Marketing Tips and Advice

6 Elevator Pitch Examples to Inspire Your Own

Posted on Tue, Jan 22, 2019

Let's get one thing straight: If you're connecting with a prospect for the very first time, you should never paste your elevator pitch into your email or say it as soon as they pick up the phone or walk into your trade show booth.  Because that doesn't work. You sound like a salesperson trying to sell them -- which makes the modern buyer run for the hills.

So when are elevator pitches effective? When you're talking to a stranger (at a networking event, in line, while riding public transit, or yes, on an elevator), and they ask, "What do you do?" or "Where do you work?" In situations like these, you need a short, snappy, easy-to-grasp explanation of your company and its products. The person you're speaking with might turn out to be a perfect fit -- or know someone who is.

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Topics: selling at pharmaceutical events, selling at medical events, trade show booth selling, tips on how to sell at trade shows, selling in your trade show booth, selling on the trade show floor

How to Make the Best Follow-Up Sales Call in 2019

Posted on Tue, Jan 15, 2019

These days, many reps are more comfortable sending an automated email than picking up the phone. But, before moving forward, it's worth identifying whether the phone is even the best way to follow up with leads today.  That answer is "Yes." A recent study by sales pro Marc Wayshak shows the phone is still the best tool in selling, with 41.2% of respondents naming their phone as their most effective sales tool.  So after your trade show event - conduct your follow-up to your booth leads by using this advice!

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Topics: trade show selling tips, trade show booth selling, tradeshow success, selling at medical events, tips on how to sell at trade shows, tradeshow selling

How to Make the Perfect Follow-Up Sales Call in 2018

Posted on Tue, Oct 16, 2018

If you’re in sales, you’ve likely seen the 2011 “Lead Response Management Study.” It analyzed three year’s worth of data,100,000 call attempts, six companies, and 15,000 leads and synthesized findings to bring salespeople scientific answers to age-old questions like “What are the best days to call my prospects?” and “What time should I contact my leads?

This kind of research is invaluable to reps. It helps them plan their weeks, maximize the impact of each call they make, and become more efficient, successful salespeople.  But have salespeople begun to rely too much on these numbers?

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Topics: trade show effectiveness,, creative messaging, trade show sales strategy, trade show sales, marketing messages, selling at medical events

How 3 Salespeople Closed $83,000 of Business at Industry Events

Posted on Tue, Oct 02, 2018

Major industry events are all about entertainment, motivation, and connection, right?  Well, sure.  But they’re also great opportunities for salespeople to build relationships and generate revenue.  So how did “I closed $50,000 of business at an industry event.”  Even at a trade show event while in your booth you can use these tactics to help close a deal!

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Topics: trade show selling tips, trade show selling, selling at medical events, trade show booth selling, pharmaceutical trade show selling, selling in your exhibit space

The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

Posted on Thu, Aug 23, 2018

Tick tock, tick tock, tick tock. That’s the sound of the countdown that begins each day of every week of every month. It’s the one aspect of sales that just never changes.  Tick tock, tick tock, tick tock.  Sell, sell, sell.  As we’ve all experienced, sales essentially boils down to two things: Numbers, Time.  And those two things often go hand-in-hand. While we (or our team) are racing to hit quota against that clock. But we can save time and maximize our numbers by investing in the right processes, activities, and skills.

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Topics: selling at medical events, pharmaceutical trade show selling, selling in your exhibit space, tips on how to sell at trade shows, selling on the trade show floor, booth selling

How to Run a SWOT Analysis for Your Business

Posted on Tue, Aug 21, 2018

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.

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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

Try This Insanely Easy Rapport-Building Exercise to Boost Your Charisma

Posted on Wed, Aug 15, 2018

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.

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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

Why “Does That Make Sense?” Is the Worst Question You Can Ask in Sales

Posted on Thu, Aug 02, 2018

We’ve all heard it before. You’re deep in conversation or on a demo, being sold to, and the sales rep asks you, “Does that make sense?”   You quickly agree, “Absolutely!” But what you’re really thinking is, “I have no idea what you’re talking about. I can’t wait for this call to end, so yeah, sure, it makes sense.”

What’s worse than hearing this phrase is saying it. And I know you’ve used it too. Asking “Does that make sense?” comes from a place of innocence – maybe even a place of compassion. You want to affirm that your prospect understands what you’re saying, so you ask the question and mean it. Unfortunately, it actually just confuses the prospect, which is the opposite of what you were going for.

Here are three reasons why it’s such a horrid phrase, and three new ways to ensure your prospect is adequately informed.

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Topics: selling at medical events, trade show follow-up, effective trade show marketing, trade show selling tips, interactive marketing at trade shows, selling on the trade show floor

Trade Show Selling at the RSNA Show

Posted on Tue, Jul 31, 2018

How do you create a compelling, engaging—and even exciting —trade show exhibit about a sensitive medical issue, all within a few hundred square feet?  Trade shows offer medical marketers a valuable chance to showcase their companies’ products and educate key prospects. But they also require large investments, and competition for attention on the show floor is fierce. While many medical companies deploy visually impressive exhibits with a lot of graphics, too many leave a significant amount of creativity on the table and struggle to stand out to the key healthcare professionals at these shows.  Medical companies, of course, can’t give away the promotional items and gifts that companies in other industries use to drive booth visits.  So how do you engage these medical prospects?

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Topics: rsna display rentals, rental exhibit for rsna, selling at trade shows, selling at medical events, medical trade show rental booths

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