How To Close More Sales At Your Booth: We realize that trade shows are expensive to attend - I know many companies that are spending more than seven figures on travel, exhibits, and materials.
Spending a fortune for the one-time shot at accelerating the sales process.
Are you spending a fortune on your next trade show? Want to turn your trade show booth into a sales machine? With the right tools, your booth can literally provide a year's worth of sales in just a few days; without them, it's going to be a waste of time and an enormous drag on your company's balance sheet.
I meet so many salespeople and trade show teams who don't know how to take advantage of these crucial opportunities.
To start things off, I'd like to clear up a big misconception.
While I've said that trade shows are a great place to make sales, that's really only half true - they are actually a good setting to finish them.
If you want to use your booth to create a landslide of new orders, you're going to have to lay some of the groundwork in the weeks and months before the actual show.
Here are a few steps you can take today that will lead to signed purchase orders at your next trade show.
1.
Map out your time: How many days will you have at the trade show? How much time will be needed for travel, or to set up the booth? Are there internal meetings you'll need to attend? As basic as these questions might sound, the time to answer them is now, not a week before you head to the airport.
You want to have a good sense of how many days and hours you will really have available, and what kinds of commitments are already on your calendar.
2.
Poll your clients and prospects: Do you have key customers and prospects that are going to be at your show? It's a good idea to start making a list of decision-makers who will be onsite and see if you can set up times to meet with them.
It's easy to put off this kind of planning until later, but the reality is once you've arrived at your booth, it's often too late.
There's so much going on at a busy trade show that it's difficult to meet up with even your most important contacts without a set time in place.
3.
Widen your net: Likewise, now is a great time to identify a dozen potential new customers who will be attending your next show.
Trade shows are great environment for personal introductions, rapid fire presentations, or just getting to know the men and women you would like to sell to in the future.
Even if you can't set specific commitments with them, find key prospects that are going to be in town so you can remind yourself to stay on the lookout for them later.
Key Management Point: As your next show draws nearer, some sales teams and trade show exhibitors are going to be busy with preparations, and some are going to leave things to chance.
You don't have to be a genius to figure out which group is going to smash their sales quotas.
What kind of return are you going to get from the hundreds of thousands of dollars you're spending on your next trade show? Remember that you can turn your trade show booth into a sales machine - but you have to get started today.
Spending a fortune for the one-time shot at accelerating the sales process.
Are you spending a fortune on your next trade show? Want to turn your trade show booth into a sales machine? With the right tools, your booth can literally provide a year's worth of sales in just a few days; without them, it's going to be a waste of time and an enormous drag on your company's balance sheet.
I meet so many salespeople and trade show teams who don't know how to take advantage of these crucial opportunities.
To start things off, I'd like to clear up a big misconception.
While I've said that trade shows are a great place to make sales, that's really only half true - they are actually a good setting to finish them.
If you want to use your booth to create a landslide of new orders, you're going to have to lay some of the groundwork in the weeks and months before the actual show.
Here are a few steps you can take today that will lead to signed purchase orders at your next trade show.
1.
Map out your time: How many days will you have at the trade show? How much time will be needed for travel, or to set up the booth? Are there internal meetings you'll need to attend? As basic as these questions might sound, the time to answer them is now, not a week before you head to the airport.
You want to have a good sense of how many days and hours you will really have available, and what kinds of commitments are already on your calendar.
2.
Poll your clients and prospects: Do you have key customers and prospects that are going to be at your show? It's a good idea to start making a list of decision-makers who will be onsite and see if you can set up times to meet with them.
It's easy to put off this kind of planning until later, but the reality is once you've arrived at your booth, it's often too late.
There's so much going on at a busy trade show that it's difficult to meet up with even your most important contacts without a set time in place.
3.
Widen your net: Likewise, now is a great time to identify a dozen potential new customers who will be attending your next show.
Trade shows are great environment for personal introductions, rapid fire presentations, or just getting to know the men and women you would like to sell to in the future.
Even if you can't set specific commitments with them, find key prospects that are going to be in town so you can remind yourself to stay on the lookout for them later.
Key Management Point: As your next show draws nearer, some sales teams and trade show exhibitors are going to be busy with preparations, and some are going to leave things to chance.
You don't have to be a genius to figure out which group is going to smash their sales quotas.
What kind of return are you going to get from the hundreds of thousands of dollars you're spending on your next trade show? Remember that you can turn your trade show booth into a sales machine - but you have to get started today.
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