Though many salespeople despise prospecting, it’s an important part of sales. That is why trade shows are so important to the growth of your company. Unfortunately, the majority of reps use ineffective and outdated sales prospecting techniques, instead of the effective practices that could actually lead to a higher volume of well-qualified leads. Just like every other aspect of the sales process, you need to put in the effort and focus required. This is the only way to prospect efficiently so that you don’t waste your time on unqualified leads that aren't suited for your product or service.Read More
Trade Show Display Marketing Tips and Advice
Topics: selling in your trade show booth, trade show sales strategy, trade show sales, trade show selling tips, tips on how to sell at trade shows, selling in your exhibit space, trade show booth selling
In the internet age, trade shows probably are not your sole source of leads. An ultra-targeted LinkedIn saved search, group of Google alerts, or smart CRM with built-in prospecting capabilities can deliver good fit opportunities to you on a regular basis -- without you ever having to step foot outside the office. But most every industry has one event that is the event. Everyone who's anyone attends, and that includes your customers, competitors, and a heaping helping of potential buyers. Your company simply must be represented on the vendor floor -- no ifs, ands, or buts about it.Read More
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.Read More
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!Read More
Attending a trade show on behalf of your business can be a great opportunity to grow your brand and gain
exposure, but with a venue buzzing with hundreds of other businesses, it can be difficult to stand out among the
crowd. It’s important to have an inviting and captivating trade booth that draws in attendees and sparks a
conversation. Here are 4 things you can do to design your trade show booth to both attract attendees and sell your product or service:
Salespeople are constantly on the go, whether they're meeting with clients, flying out to give a presentation, or running to a team training. With this in mind, mobile access to sales systems aren't just a nice to have -- they're a necessity.
But besides company software, salespeople can also download productivity, educational, travel, sales tools, and other just plain useful apps for work to optimize their time away from their desks. Here are some of our favorites.Read More
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
When attempting to determine whether a question is aggressive or assertive, length is your first clue. In general, longer questions feel more aggressive than assertive ones. When the salesperson leads with intent or context, prospects can feel pressured to respond a certain way. Getting right to the point, on the other hand, makes prospects feel like they can answer however they’d like.
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
While working in your trade show exhibit - you probably are not trying to close a deal. In a perfect world, all prospects would love you starting the moment they shook your hand -- and then they’d eagerly sign on the dotted line. Unfortunately, deals are almost never that easy to win. And it can seem nearly impossible to close when you’re dealing with tough customers who make everything harder than it needs to be. If clients try to push you around, or they waffle indefinitely over their next steps, deals can drag on for weeks on end. And, chances are, these interactions won’t even end in a sale.
While you can’t control prospects’ attitudes, you can control your responses. You can take productive steps to increase your chances of closing the sale -- even when you’re dealing with the worst customers imaginable. With these six keys to closing tough customers in sales, you’ll be more prepared to deal with bullies, noncommittal prospects, and just plain difficult people. Implement them now, and start to crush your competition in sales.Read More