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.
Trade Show Display Marketing Tips and Advice
From their first conversation to the close, a strong salesperson consistently asks her prospect for small closes. Getting incremental commitments from the buyer trains them to say “yes” and indicates how invested they are in the relationship. These closes also accelerate the deal, since they help you hit significant milestones more quickly. I’ve found waiting until the last stages of the sales process to make a request can significantly damage your chances of winning the deal. There are two obstacles stopping reps from using the incremental closing technique.Read More
During the warm, sunny summer months, it seems everyone is talking about great reads. And while that often may include an epic work of fiction or the latest thriller, why not include a title or two that can make you a better exhibit marketer? While some of these may be familiar to you because they’ve been bestsellers, the rest haven’t likely been on your “must-read” list. But they should be!Read More
I am actually making it SIX - the last one being - exhibit at a trade show event! But this is a great article with some information you as a sales person can use. Though many salespeople despise prospecting, it’s an important part of sales. Unfortunately, the majority of reps use ineffective and outdated sales prospecting techniques, instead of the effective practices that could actually lead to a higher volume of better qualified leads (and make them more partial to prospecting). 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. Use these five modern sales prospecting techniques to help you better find leads who you can serve, engage, and eventually, convert to customers.Read More
Planning for a trade show doesn’t start a month in advance. It doesn’t start two months in advance, either. In fact, it can take anywhere from six months to a year of planning to do it right. Trade show marketing is a very strategic process. You have to determine your strategy and messaging and make sure everything relates back to your business goals. This includes all of your online and offline promotions as well as any handouts and giveaways you distribute. It's no simple task, and not every trade show is the same, but in this post, we'll teach you how to apply an inbound approach to your trade show marketing efforts.Read More
Who says trade show exhibits have to be all stuffy and corporate-like? Chances are unless you’re focused on a life-or-death topic, you can find room to lighten up a bit and let some personality show through.I’ve seen many examples of this, from exhibitors who created costumed mascots for their brand (and no, I’m not talking just about household-name mascots) to video games inspired by a product or brand. Attendees who experience this type of booth attraction will feel a tie to that brand and will definitely remember visiting the booth.Read More
Exhibiting at trade shows is a big investment of time, effort and money. It needs to pay off in measurable results. What makes trade shows so appealing as a marketing tool is the ability to conduct face-to-face marketing, to design a display that reflects well on your brand image and to staff your exhibit with your best representatives. Where else can you find so many potential customers in person in one place?Read More
If you are like us - you want your trade show booth setup without any surprises. We think a trade show should be a great experience for your attendees, your exhibitors and for you, too. So, we work hard to bring you complete show services solutions that can simplify the process and new ideas that can help you deliver better value. But even more than that, we bring you a team of dedicated people who are at your service, helping you anywhere you need it and anyway they can. We never forget what brought you to the trade show business in the first place. It may sound cliché to some, but we think trade shows are all about people. And the trade show experience we most want to deliver is that emotional rush you get when you know your show is right the first time, and every time.Read More
The U.S. trade show industry is BIG. In 2012, there were 10,900 trade shows that drew 27 million attendees. While the overall industry has grown 2-3% in 2014, not all shows have seen this increase. Many are not growing and/or seeing a decrease in their margin/profit. Part of the challenge today for trade show marketers is to cost effectively attract attendees.Read More
According to the annual B2B Demand Generation Benchmark report from Software Advice, to understand which channels, offers, content types and technologies used and most effective for demand generation programs, trade shows were most commonly cited as generating both the most and the best: 77% of marketers said they generated a “somewhat” or “very high” quantity of leads, and 82% said they generated leads of “good” or “excellent” quality.
Marketers found trade shows, referral marketing and in-house email marketing to be the best channels for generating large numbers of high-quality leads. According to Michele Linn, content development director at the Content Marketing Institute (CMI) “… Trade shows are always the tactic that marketers rate as the most effective… there’s something exceptionally powerful about doing in-person events… if done well…” It is important to note that this article references that trade shows are on the expensive side - which I totally agree with. That is why a plan MUST be in place to make this venue an effective one.Read More