Make personal contact with sales rep at the trade show. Put the word out that youre participating in a particular trade show by inviting your clients customers suppliers and other contacts to attend the show.
Download trade show manual and read it thoroughly.
How to sell at trade shows. Choose your best sales and technical representatives. The last of our tips for selling at trade shows should be the most obvious. Focus more time on your pre-trade show efforts and creating opportunities for purposeful connection.
Teams can have all of the gadgets and gizmos to capture leads or scan badges but none of that matters if your team isnt prepared to sell on the trade show floor. Talk to them about your line address any concerns etc. Theyre all great opportunities to market your small business and sell your wares.
Whether you have a trade show circuit that you run regularly or are exhibiting at your one and only event of the season the same principles of show sales and success apply. You need to approach each person who comes to your booth without seeming intimidating. Rise to the challenge of selling on the trade show floor.
Make sure your booth staff is trained to sell and to give effective demonstrations on the trade show floor. How to sell at a trade show. She recommends that booth staff be chosen for their ability to represent your company well and sell effectively in the trade show environment.
If you come prepared for. Spread the Word You have a water tight budget. One method that can be extremely effective for attracting traffic is to take team up with other exhibitors at the trade show.
More importantly stay one-step ahead of the competition. If you look like you have done your research your prospects will notice and you have a better chance of turning a prospect into a sale after the trade show. For now follow these seven steps to make your trade show sales more rewarding.
Just like you are preparing for a test you need to prepare for a trade show. If you have one be sure to advertise your coming trade show attendance on your website as well. Trade Show Traffic its better to approach vendors during slow times of a trade show.
On-site selling can be extremely difficult so before you attend your next trade show or event here are six steps you can take to increase your chances of successfully executing on-site sales. Before you step foot in the trade show you should be able to list 25 companies that will be at that trade show. Who wouldnt want to potentially make half their months quota in a single day.
Tips for Selling at Trade Shows 5. You need to adequately prepare all staff to sell at the trade show. Train All Staff to Sell.
Creating a strategy to advertise and market your trade show attendance in advance is a critical step. 10 Tips For Selling At Trade Shows As the Sales Director of NY NOW the largest handmade show in the US Allison Garafalo has over a decade of experience in helping artisan and craft businesses make a success of selling to trade buyers. Book hotel and travel.
Speaking to a product launcher who was at the show selling his über-successful kids accessory item he said that he has launched 15 products in 10 years only three of which have hit it big. Get insurance if mandated by trade show management. Plus events give sellers the opportunity to see new cities and build stronger bonds with their coworkers.
This is an important logistical detail that will make it much easier for you to sell your product or service. Be sure you give them all the details such as your booth number. There are a ton of ways swag can help you sell books at trade shows.
Select the booth staff with care. Its not enough to simple show up at the event build your exhibit and hope that visitors approach you and your staff to qualify themselves. If your struggling to find out what would work best consider placing a poll on social media to see what people would like most.
Slow times are usually early in the morning mid-morning and afternoons when workshops are going on and late in the day. Your success at trade shows will be largely defined by your sales efforts on the floor. Its on the list because strangely most companies do not give their staff the guide they need to sell.
For example you can set up a website and start taking orders you can shout out on social media or you can set up a stall at your local. Send in deposit. While selling to customers isnt necessarily a walk in the park you can do it directly.
I recommend starting about six weeks before and then follow up in increments of two weeks to confirm appointments with buyers. Decide on booth size and decoration. Business to business B2B selling is a business model with its own sets of challenges.
1 Reserve a Room at the Event. A trade show is the start of a buying relationship. Exhibitors later fulfil the order by providing the stock after the trade show period has ended.
You can create a designated Google Calendar for all your trade show appointments. Collaboration With Other Exhibitors. If you are unfamiliar with trade shows these differ to weekend markets in that all products are sold on a wholesale basis with the buyer shop owners ordering at the trade show.
Step 7 Close the deal right then and there or pull out your appointment book and set up the opportunity for you to sell exceptionally well. Trade shows and events present a seriously valuable opportunity for SDRs. Come to an agreement where you will both direct visitors to each others stands if they seem like they will be interested in what the other is selling.
Getting results in obtaining new leads and selling in a trade show environment requires savvy sales expertise and perseverance. Selling at Trade Shows Start and Ends With You. This will give you a better opportunity to meet them without hurting their business.
It should be an honor not a duty to be selected for membership on the exhibit team.