Wish us Luck!!!
Being an Owner and Sales Director who has spent a lot of time trying to help salespeople rebuild their conversations with leads at trade shows in the Past. I’ve also traveled across Melbourne exhibiting and reporting on trade shows, so I’ve made a lot of mistakes and seen a lot of mistakes.
Here are my top tips to My Colleagues in Search and Dream Family:
- Let’s use some sort of lead capture form, either on your iPad or a clipboard. Grab all the contact information you can – name (first and last), title, company, address, city, state, zip and country (if you use Salesforce), phone number and email address. You’ll also want to brainstorm 3-5 pain point questions to gauge their place in the buying process.
- Don’t jump into a product demo right off the bat. Engage in a conversation about their needs. Very little of the conversation should be about you. Don’t be afraid to hang up the conversation if it’s going nowhere. You’re there to connect with as many prospects as you can.
- Watch out posture of your staff. You’re not approachable if you’re slouching, talking on the phone or hiding behind a laptop. I’ve always stood out in front of the booth.
- Consider that many people are just looking for free giveaways. Get them out of the booth as quickly as possible if there is no real interest in what you do. Remember, you are paying an extraordinary cost when you break your investment down to the minute.
Moreover – While someone is minding the booth, go and visit others who have booths at the show. Sometimes vendors are alone so they cannot visit and appreciate the opportunity to meet other vendors.
Most important, make sure you look approachable. Smile till it hurts!
We are exhibiting at our first trade show in next 4 weeks (The Internet Show In Melbourne) and I am just trying to make sure I have all my bases covered. Any advice from some Pro’s and Colleagues out there?
Com’on Comments Please