Exposantenmeeting_Sales tips & tricks

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Exposantenmeeting_Sales tips & tricks

  1. 1. HAAL MEER UIT JE DEELNAMEExposantenmeeting Philippe De Cock Sales ManagerTough circumstances ?Create Opportunities 1
  2. 2. Professionalsdoor ons uitgenodigdbezoeken de beursEchter door U uitgenodigdbezoeken ze uw stand bereik contacten SUCCESVOL prospects follow-up zaken doen 2
  3. 3. GET STARTEDhaal meer uit je deelname 3
  4. 4. 4
  5. 5. EXTERNEINFORMATIE 5
  6. 6. INTERNE INFORMATIEDOELSTELLINGENMEETBAAR 6
  7. 7. BEURSTEAMCOORDINATOR 7
  8. 8. COMMUNICATIE ACTIEPLAN 8
  9. 9. KALENDERCOUNTDOWN 9
  10. 10. 10
  11. 11. 11
  12. 12. 12
  13. 13. 13
  14. 14. 14
  15. 15. 15
  16. 16. DYNAMIEKOP DE STAND 16
  17. 17. CONTACTPLATFORM 2 Gesprekformats BEZOEKERS AANSPREKEN ! 17
  18. 18. CONTACTPLATFORM 2 Gesprekformats JE BEDRIJF VOORSTELLEN !WATbedrijfsactiviteit samen in 1 ZIN Vat jeVOORDELEN voordelen Noem 3 ONDERSCHEIDENDERESULTATEN Vertaal dit naar een OPLOSSING 18
  19. 19. OPENEN vraag Met een openPRESENTEREN Wat, Voordeel, ResultaatAFSLUITEN Aktiegericht bv. Afspraak, verkoopBRIEFINGSTANDBEMANNING 19
  20. 20. FOLLOW-UPVERKOOP 20
  21. 21. ① ÉÉN VERANTWOORDELIJKE② LEADFORM’s③ BEDANKBRIEFJE④ TELEFONISCH OPVOLGEN⑤ PRE-REG’s NO-SHOWS⑥ SNELHEID 21
  22. 22. 22
  23. 23. LEADFORM DATUM ………………………….. DOOR ………………………………… N° …………. BEDRIJFSGEGEVENS GESPROKEN METNaam ………………………………………………………………………. Naam ………………………………………………………………………. ………………………………………………………………………. ……………………………………………………………………….Industrie ………………………………………………………………………. Functie ………………………………………………………………………. ………………………………………………………………………. ……………………………………………………………………….Straat, nr ………………………………………………………………………. Straat, nr ………………………………………………………………………. ………………………………………………………………………. ……………………………………………………………………….Gemeente ………………………………………………………………………. Gemeente ………………………………………………………………………. ………………………………………………………………………. ……………………………………………………………………….Tel ………………………………………………………………………. Tel ………………………………………………………………………. ………………………………………………………………………. ……………………………………………………………………….e-mail ………………………………………………………………………. Mob ………………………………………………………………………. ………………………………………………………………………. ……………………………………………………………………….Website ………………………………………………………………………. e-mail ………………………………………………………………………. ………………………………………………………………………. ………………………………………………………………………. ACTIVITEIT OPMERKINGEN……………………………………………………………………………………… ……………………………………………………………………………………………………………………………………………………………………………… ……………………………………………………………………………………………………………………………………………………………………………… ……………………………………………………………………………………………………………………………………………………………………………… ……………………………………………………………………………………………………………………………………………………………………………… ……………………………………………………………………………………………………………………………………………………………………………… ……………………………………………………………………………………………………………………………………………………………………………… ……………………………………………………………………………………… INTERESSE……………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………… RATING Laag Gemiddeld Hoog 1 2 3 4 5 M.A.N. 1 2 3 4 5 Overall E D C B A FOLLOW-UP……………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………… BIJKOMENDE INFO………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………
  24. 24. BRIEFING/CHECK STANDBEMANNING (OSMEALQ) (O) ORIENTATIE Datum/Door Datum/Door Opmerkingen Grondplan: in/out/doorgang, catering, WCs, ………………………….. ………………………….. ……………………………………………………………………….evacuatie, roken, EHBO, secretariaat … ………………………….. ………………………….. ………………………………………………………………………. Waar Specials + timing: presentaties, ………………………….. ………………………….. ……………………………………………………………………….demos, seminaries, externe happenings … ………………………….. ………………………….. ………………………………………………………………………. Themaroutes, subplatform, labelstands … ………………………….. ………………………….. ………………………………………………………………………. ………………………….. ………………………….. ………………………………………………………………………. Eigen stand: waar/wat/wie … ………………………….. ………………………….. ………………………………………………………………………. ………………………….. ………………………….. ………………………………………………………………………. Localisatie collegas, concurrenten … ………………………….. ………………………….. ………………………………………………………………………. ………………………….. ………………………….. ………………………………………………………………………. ……………………………………………………. ………………………….. ………………………….. ………………………………………………………………………. ………………………….. ………………………….. ………………………………………………………………………. (S) SITUATIE Datum/Door Datum/Door Opmerkingen Themas, content … (algemeen & eigen) ………………………….. ………………………….. ………………………………………………………………………. ………………………….. ………………………….. ………………………………………………………………………. Bezoekers: industrie, profielen, verenigingen, ………………………….. ………………………….. ……………………………………………………………………….federaties, groeperingen, pers, VIPs … ………………………….. ………………………….. ………………………………………………………………………. Bestaand klanten & prospects: ………………………….. ………………………….. ……………………………………………………………………….voor-registraties, afspraken, extra info … ………………………….. ………………………….. ………………………………………………………………………. Standhouders: wie/wat/waar - new, accenten, ………………………….. ………………………….. ……………………………………………………………………….concurrenten, sub-contractors, klanten … ………………………….. ………………………….. ………………………………………………………………………. ………………………….. ………………………….. ………………………………………………………………………. ……………………………………………………….. ………………………….. ………………………….. ………………………………………………………………………. ………………………….. ………………………….. ………………………………………………………………………. (M) DOELSTELLINGEN Datum/Door Datum/Door Opmerkingen ………………………….. ………………………….. ………………………………………………………………………. ……………………………………………………….. ………………………….. ………………………….. ………………………………………………………………………. ………………………….. ………………………….. ………………………………………………………………………. ……………………………………………………….. ………………………….. ………………………….. ………………………………………………………………………. ………………………….. ………………………….. ………………………………………………………………………. ……………………………………………………….. ………………………….. ………………………….. ………………………………………………………………………. ………………………….. ………………………….. ………………………………………………………………………. (E) UITVOERING Datum/Door Datum/Door Opmerkingen Rolverdeling, verantwoordelijkkheden en ………………………….. ………………………….. ……………………………………………………………………….procedures, uurroosters … Scenario ………………………….. ………………………….. ………………………………………………………………………. Standpermanentie ………………………….. ………………………….. ………………………………………………………………………. Samenvatting van acties & activiteiten, themas, ………………………….. ………………………….. ……………………………………………………………………….marketingplan, media … (producten, promoties, ………………………….. ………………………….. ……………………………………………………………………….prijzen), give-aways + targets/incentives ………………………….. ………………………….. ………………………………………………………………………. Opfris training, gesprekformats, acties, ………………………….. ………………………….. ……………………………………………………………………….productspecificaties, demos, nieuwigheden … ………………………….. ………………………….. ………………………………………………………………………. Dos & Donts ………………………….. ………………………….. ………………………………………………………………………. Algemene policy op de stand ………………………….. ………………………….. ……………………………………………………………………….……………………………………………………….. ………………………….. ………………………….. ………………………………………………………………………. ………………………….. ………………………….. ………………………………………………………………………. (AL) ADMINISTRATIE & LOGISTIEK Datum/Door Datum/Door Opmerkingen Check transport, parking, accomodatie, ………………………….. ………………………….. ……………………………………………………………………….catering … ………………………….. ………………………….. ………………………………………………………………………. Check stand volledig in orde en operationeel, ………………………….. ………………………….. ……………………………………………………………………….waardevolle voorwerpen, EHBO, kantoor alg. … ………………………….. ………………………….. ………………………………………………………………………. Check alle nodige documenten, documentatie, ………………………….. ………………………….. ……………………………………………………………………….salesmappen OK, badges, tickets … ………………………….. ………………………….. ………………………………………………………………………. ……………………………………………………….. ………………………….. ………………………….. ………………………………………………………………………. ………………………….. ………………………….. ………………………………………………………………………. ……………………………………………………….. ………………………….. ………………………….. ………………………………………………………………………. ………………………….. ………………………….. ………………………………………………………………………. ……………………………………………………….. ………………………….. ………………………….. ………………………………………………………………………. ………………………….. ………………………….. ………………………………………………………………………. (Q) VRAGENRONDE
  25. 25. DEBRIEFING STANDBEMANNING INDIVIDUEEL OF ALS TEAM Aandachtspunten Rating Te ondernemen actieBezoekers doelgericht aanspreken / OPA …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Bezoekers binnenleiden op de stand …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Training "Vakbeurs-werking" …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..……………………………………………………….Firma vertegenwoordigen, bedrijfsimago uitstralen ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Kennis van het bedrijf …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Training "Voorstellen bedrijf" / WAVORE …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Kennis van de producten & diensten …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Producttraining …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Enthousiasme …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Teamwerking …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Resultaatgedreven - Behaald/Targets …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Kledij …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Beleefdheid …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Discipline - Dos & Donts …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Respecteren uurrooster …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Naleven instructies & policy op de stand …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. ………………………….. ROLVERDELINGStandmanager/coördinator …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Prospectie …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Farming …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..……………………………………………………….Specialisten/experts/demonstratoren/tech.comm. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Sr Management …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Adminstratieve staf …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Backup team - Standpermanentie …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Hostessen …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. ………………………….. REALIADoelstellingen/Targets …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Werking beursteam en organisatie algemeen …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Thema, rode draad …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Structuur & werking standbemanning …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Representatie en dresscode …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Timing en uurroosters …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..Briefings …………………………………………………………………….…..………………………………………………………. ………………………….. …………………………………………………………………….…..………………………………………………………. …………………………..

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