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
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!Read More
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.Read More
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
Sales qualification is a game of questions even when you are standing in your trade show booth at an event. Unless you ask the right questions, you won't uncover the right needs. Unless you ask the right questions, you won't understand the right problems to solve. But there's an art to asking sales questions. Which is why I'd like to share these tips for asking more effective sales qualification questions. Here they are: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
Some people call George C. Parker the most convincing American who ever lived. Once or twice a week for several years, Parker convinced people he owned the Brooklyn Bridge. After they believed him, he’d sell it to them. His buyers would usually discover the swindle when police arrested them for putting on toll barriers on “their” bridge.
While Parker definitely isn't a good role model when it comes to honesty, there's no doubt he knew how to bring others around to his point of view. Once you know exactly how to convince someone (the right way), you'll be a better salesperson, entrepreneur, and/or professional.Read More