Make the most out of trade shows…..10+1 ideas.....

 1. Before the show, divide the show floor into grids and assign each grid to a salesperson. Make up a booth schedule and review who is working the floor and the booth.

2. Check BEFORE the event for current and potential clients who may be attending the show. Set all schedules and sales appointments with major accounts in advance.

3. Establish clear and concise sales and prospecting goals. Review all new product lines and qualify all appointments that may fit the new product profile.

4. During the show, keep all appointments as close to the schedule as possible. Go easy on the chitchat. Focus on the task at hand.

5. After the show, follow up all sales leads within a specific timetable…within 3 days. Hot prospects go cold very soon. Use as much personal and professional information about prospects as possible in the follow-up.

6. Ask open-ended questions, or merely introduce yourself? Instead of asking prospects closed-end questions like, "May I help you?" try, "So what brings you to the show?"

7. Ask prospects how they would like to be contacted. This helps avoid the frequent problem of prospects taking literature and leaving without giving you a business card.

8. Hone your efforts, so you focus on just two or three goals for the show. Then make sure to hit all the key points with every contact.

9. Use balloons! Studies show that, for whatever reason, balloons attract people to trade show booths.

10. Stand next to or in front of your display. Avoid putting a table (or anything else) between you and your potential customers.

11. Take advantage of the opportunity to scope out the competition. Do a little detective work on ways you can differentiate yourself and impress clients who can't decide whether to choose you or one of your competitors.

Working with you.               

 Chris Wilkinson       

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