With more than 2,000 rooms being added to Dallas hotel inventory in the coming years, the city is experiencing the second-largest hotel boom in the nation.Your booth staff needs to interact with each attendee who expresses interest.
That means that staff should never be caught sitting down on the job, unless with a prospect. Even if the person might have been interested in your products, chances are they will want to run in the other direction. You know the type. His convention bag is stuffed with expensive brochures from every booth, which will probably get pitched before packing. If someone is just grabbing everything in sight, chances are it is not a serious prospect. Its best not to have materials out for anyone to take without first talking with a booth representative. The first thing you should do once you meet someone new is establish who they are (buyer, decision maker, supplier, competitor, etc.) and where theyre located. This way you wont end up spending important time with a person who isnt responsible for buying your productservice, or who is located in a region your company doesnt serve. You can find this information out by asking some key questions, looking at their badge, or requesting a business card, which will have the persons title and address. Better yet, if its a good prospect, start asking questions about what business problems they have that your products or services might solve. Focus your responses on how your product or service can meet these needs. Be sure to observe the 8020 rule listen 80 of the time and talk 20 of the time. Try to avoid any kind of prepared sales pitch, which can begin to sound robotic after youve said it for the 50th time. She recommends that booth staff be chosen for their ability to represent your company well and sell effectively in the trade show environment. It should be an honor, not a duty, to be selected for membership on the exhibit team. Make sure your booth staff is trained to sell and to give effective demonstrations on the trade show floor. According to Hubspot, While on-site sales may be your main goal, businesses with a longer sales cycle may find it challenging to close a deal with a prospect whose first interaction with their businessproducts is the event. Dont be pushy with prospects who dont seem ready to buy on site; after the event has come to an end, follow up with your leads, enter them into lead nurturing campaigns to make them readier to buy, and continue building the relationship with the contacts and leads youve interacted with on site. In your trade show marketing, you should always be prompting attendees to complete a certain action. So if youre looking to increase on-site sales, you need to make sure you connect the call-to-action (CTA) in your marketing materials to something attendees can do at the event. In addition to your booth area, you should reserve a room that is near the trade show floorevent to answer any remaining questions, talk about prices, and ultimately close deals. This will give you a chance to talk one-on-one with the people who are really interested in your product or service and give them the attention they need for you to close deals.
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