Advice For Selling On The Exhibition StandPart Two
Hiring an exhibition stand at the trade fair, fitting it out and manning it for the duration of the event are all extremely pricey things to do. It is advisable to do every thing possible to be sure an excellent return on the financial commitment. There really are a significant number of pitfalls you have to prevent when exhibiting. Examples of the hazards can be readily seen on any stand where expert exhibition sales training hasn't been supplied to the exhibition sales workforce.
However, even a well-trained sales team is not enough to ensure you the customers interest after they've left your stand. After all, they might have visited a dozen stands and looked at many hundreds of products. What are you able to do to make your self stand out from the crowd so that the visitor will remember you after a tiring day? Listed here are some ways you can make a favourable impression on the client:
Make certain there's a friendly, serene atmosphere on the stand. A well-trained sales team that have the work under control do not get hectic.
Alter your drinks and snacks to suit the time of day. It does not have to be just coffee all day long.
Focus on communicating highlights which stick in your shoppers mind. Do not overwhelm the client with a great deal of particulars of your own accord. The trade fair just isn't the right place for detailed one-to-one dialogue.
Offer something unusual but not too strange: a visitors book, for example, where your customer can list their thoughts after the discussion.
Invite promising clients to the stand party in the evening. This gives you additional opportunity to uncover information about your customer at your leisure. Do not neglect to document the info acquired at your party while it's still fresh in your mind - preferably on the trade fair contact form.
Be sparing handing out brochures. What you post to the customer they don't have to carry around with them and it allows you to discover out their address if they do not have a business card.
If you are likely to hand out literature, write down tips and benefit arguments in these as you talk to the prospect. Sales training experts recommend writing down notes & tips for the customer by hand inside the literature. This is because you then turn them into personal information documents which won't finish up so quickly in a bin. They further recommend that it's even better if you encourage the client to write down these notes them self.
Try out new media, especially that which incorporates a high attention value. As an example you could give the customer an interactive CD presenting all the arguments in favour of your product. The customer and those travelling with them can watch these later.
Employ a photographer to take a number of shots of you, together with the customer, at the fair. This could usefully be carried out during a product presentation.
Enclose a part of a gift when inviting possible clients to your fair, together with the announcement: You'll receive the other part at the fair
If you have the opportunity you can organise a raffle. This can be a welcome diversion, even at the trade fair.
If you have had a productive event then you will have developed numerous new contacts. You'll need to create time to systematically process the info collected. All the information you'll need will be noted down in the pile of completed trade fair contact forms.
Start by moving any appointments you have made at your trade fair into your time schedule book or appointments planner.
Address contacts in the order of your assessment of the potential. With the A contacts, take care of them in order of urgency. Deal with customers who would like to buy in a few weeks time before those who won't need anything for a couple of months.
Give your self enough time to follow up a target number of trade fair contacts, as an example, two per day.
Process the contact forms containing a request for written information. Gather the documents to send in accordance with your notes on the contact form. Give this work to your office personnel, provided the notes contained on the contact forms are detailed enough.
Making an exhibition a cost effective selling tool is not easy. Attending a specialized sales training course on this subject will let you learn the way to prevent the many costly mistakes & make the most of customer enquiries.
However, even a well-trained sales team is not enough to ensure you the customers interest after they've left your stand. After all, they might have visited a dozen stands and looked at many hundreds of products. What are you able to do to make your self stand out from the crowd so that the visitor will remember you after a tiring day? Listed here are some ways you can make a favourable impression on the client:
Make certain there's a friendly, serene atmosphere on the stand. A well-trained sales team that have the work under control do not get hectic.
Alter your drinks and snacks to suit the time of day. It does not have to be just coffee all day long.
Focus on communicating highlights which stick in your shoppers mind. Do not overwhelm the client with a great deal of particulars of your own accord. The trade fair just isn't the right place for detailed one-to-one dialogue.
Offer something unusual but not too strange: a visitors book, for example, where your customer can list their thoughts after the discussion.
Invite promising clients to the stand party in the evening. This gives you additional opportunity to uncover information about your customer at your leisure. Do not neglect to document the info acquired at your party while it's still fresh in your mind - preferably on the trade fair contact form.
Be sparing handing out brochures. What you post to the customer they don't have to carry around with them and it allows you to discover out their address if they do not have a business card.
If you are likely to hand out literature, write down tips and benefit arguments in these as you talk to the prospect. Sales training experts recommend writing down notes & tips for the customer by hand inside the literature. This is because you then turn them into personal information documents which won't finish up so quickly in a bin. They further recommend that it's even better if you encourage the client to write down these notes them self.
Try out new media, especially that which incorporates a high attention value. As an example you could give the customer an interactive CD presenting all the arguments in favour of your product. The customer and those travelling with them can watch these later.
Employ a photographer to take a number of shots of you, together with the customer, at the fair. This could usefully be carried out during a product presentation.
Enclose a part of a gift when inviting possible clients to your fair, together with the announcement: You'll receive the other part at the fair
If you have the opportunity you can organise a raffle. This can be a welcome diversion, even at the trade fair.
If you have had a productive event then you will have developed numerous new contacts. You'll need to create time to systematically process the info collected. All the information you'll need will be noted down in the pile of completed trade fair contact forms.
Start by moving any appointments you have made at your trade fair into your time schedule book or appointments planner.
Address contacts in the order of your assessment of the potential. With the A contacts, take care of them in order of urgency. Deal with customers who would like to buy in a few weeks time before those who won't need anything for a couple of months.
Give your self enough time to follow up a target number of trade fair contacts, as an example, two per day.
Process the contact forms containing a request for written information. Gather the documents to send in accordance with your notes on the contact form. Give this work to your office personnel, provided the notes contained on the contact forms are detailed enough.
Making an exhibition a cost effective selling tool is not easy. Attending a specialized sales training course on this subject will let you learn the way to prevent the many costly mistakes & make the most of customer enquiries.
