How to Superpower the Sale of Exhibitions & Trade Show?
Tradeshows can boost your sales and business prospects. However, it is also important to choose the right stands, booths, or portable displays to showcase your merchandise. The vendor you choose to assist you should then be able to design exhibition stands that will appeal to your target market, generate leads, and increase overall sales. However, the stands will do you little good if you do not take some action yourself.
Prepare for the Tradeshow Event
In order to make sales and generate leads, you need to be prepared. Start by researching the people who will be attending the tradeshow event. Review the speakers and exhibitors. Follow up by making a list of the targets you want to connect with at the exposition. Review the names of specific contacts who work at a prospect company. Set up any sales meetings in advance. That way, both you and your tradeshow stands will enjoy a competitive advantage. Use your exhibits as hubs for your sales activities.
Engage Visitors in Conversation
When you work at an exhibition booth, you want to appear available for conversation. Therefore, engage people who walk by your portable displays or exhibition stands. For instance, ask them a leading question so they will answer and talk to you. For example, you could ask, “Are you seeking a product that does X?”
When you are manning any exhibition stands, never sit down, play with your computer or phone, allow the exhibition booth to become cluttered, or leave your snacks or coffee cups in a visible spot. Do not eat in your booth as it shows disinterest on your part and prevents visitors from making enquiries.
Visit a Competitor’s Booth
Get to know the people at the other tradeshow stands. By making the effort, you may be able to add to your sales network or pick up some good contacts. If you are well-prepared, you have already identified some interesting exhibiting firms. You do not have to necessarily concentrate on prospects either. Visit a competitor’s exhibition booth, and see what he or she has to say. How are they giving their pitch? Could you improve on their technique?
Follow-up Soon after the Event
If you have engaged with visitors at a tradeshow and left with a fat stack of follow-ups and business cards, you need to make contact within a few days after the event. Do not procrastinate as you want the event to still be fresh in the mind of your new contacts. Send a “Nice to Meet You” email, and request an appointment for another conversation or meeting. Also, follow your new friends and contacts on Twitter or ask them to link up on LinkedIn. Use a CRM platform to reinforce your marketing goals and sales strategies.