Trade shows are a great way to boost interest in your products and to launch a new product. Larger organisations use trade shows as a way of testing new products or launch new marketing campaigns, however, for small businesses, trade shows are a lifeline. For a small business owner, trade shows serve as a way of boosting presence and promoting their products. If you market your products well enough, trade shows can prove to the perfect platform for you to launch your services and products.
Trade shows are like an opportunity; you will need to invest a little bit of money to sign up for the trade show and then put money into creating the exhibition booth, however, if you don’t plan the whole thing properly, you are obviously not going to be sell your products as well as you could. Again, trade shows are not really about selling products; it’s all about making the right connections and generating leads so you can define your audience and then focus on creating a dedicated marketing campaign. Trade shows are all about networking; you have to get the relevant contact details from your audience so that you can market your products better. If this is the first time that you are taking part in a trade show, here are a few tips on how to sell at a trade show.
Avoid Soft Selling
Trade shows are all about following a hard-selling approach. The opposite of hard-selling, soft-selling, is basically standing up on a stage and talking about the details of your products. You will never be able to succeed at a trade show like that. If you really want to attract people to your booth, you have to approach them directly. Whenever you see a person who’s looking around your booth to read the banners that you have placed nearby, you should immediately approach them and hand out a brochure. The key here is not to just shove a marketing brochure in the customer’s hand; you need to approach the customers directly and engage them in friendly conversation. Ask them about their life or their preferences to find out more about the customer’s lifestyle before you start talking about your product. It’s important that you keep users interested by letting them talk more about themselves before you start pushing your products on them.
One of the best ways to keep users interested is to be as engaging as you can be. People always love talking to those who are interesting; tell them a bit about yourself and ask them more about their preferences before you start selling. Remember, do not start pushing your product directly on the customers, take a little bit of time to first get to know the person before you start selling your product.
Mind Your Manners
Proper booth behaviour can go a long way in keeping people interested. In most cases, attendants don’t really focus on their manners. While you have to be as friendly as you can with the employees and potential customers, try not to be utterly informal. Treat the audience with a bit of respect, and they will show you respect as well. People tend to remember those who are kind and like to know more about their lives. It’s an established fact that everyone loves talking about themselves. If you want people to spend more time at your booth, just ask them as many questions as possible about their life. It will also give you a better idea about whether a prospective individual is actually interested in your products or not. Always be mindful of your manners when dealing with a prospective client.
There’s no point in selling at a trade show if you aren’t able to keep records of the people you meet. It’s important that you keep a proper recording tool at your booth so that you can store contact details. You can take down their email address, fax machine numbers, contact details, or any other information that you can get to divide the demographic accordingly. You can also ask people to fill out different contact cards so that you are able to categorise customers accordingly and divide leads accurately. These are just a few ways to sell at trade shows that you should definitely follow!