Trade secrets for trade show sales success

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September 12, 2012 seminar presenta

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Trade secrets for trade show sales success

  1. 1. Trade Secrets for Trade Show Sales Success Matt Heinz President, Heinz Marketing Inc matt@heinzmarketing.com @heinzmarketing
  2. 2. Housekeeping• Copy of this deck• Offers for you – 10 minute brainstorm – Successful Selling – Secrets to Successful Trade Show Marketing• Give me a business card at the end with what you want – It’s that simple…
  3. 3. Last Slide First1. Know your objectives up front2. Have a plan before, during and after the show3. Focus on the customer4. Be memorable5. Nail the follow-up
  4. 4. 8 requirements of a successfulevent strategy1. Objectives2. Short and long-term success measures3. Content strategy4. Offer strategy5. Social strategy6. Booth assignments7. Networking strategy8. Follow-up plan
  5. 5. Better pre-event marketing1. Market from a person, not the company2. Put some news in the headline3. Drive pre-registration for something4. Don’t force them to commit
  6. 6. At The Booth• State your benefits in bold letters• Qualification questions• Move longer conversations out of traffic• Focus on value-added giveaways
  7. 7. At The Booth• Less is more• Plan your layout in advance• Booth training cannot be an afterthought• Know the show schedule and staff accordingly• The little things matter• Come early, be ready• Inviting vs receiving
  8. 8. Qualifying questions• Look for buying signals – Why are you here? – What are you looking for? – What do you need to bring back to justify your trip or visit?
  9. 9. The thin line…• Is it a presentation or a sales pitch? – Focus on the customer – Be specific – Facilitate, do not participate – Drive discussion of the problem & outcome, not the solution
  10. 10. The MOST IMPORTANT PART Follow up!
  11. 11. Measuring ROI• Three milestones – Immediately after – 30 days after – 3-6 months after
  12. 12. Don’t forget… matt@heinzmarketing.com
  13. 13. Last Slide Last1. Know your objectives up front2. Have a plan before, during and after the show3. Focus on the customer4. Be memorable5. Nail the follow-up
  14. 14. Questions?
  15. 15. Trade Secrets for Tradeshow Sales Success Arden Clise Business Etiquette ConsultantCopyright © 2011 Clise Etiquette. All rights reserved.
  16. 16. Trade Secrets for Tradeshow Sales & Success • First Impressions • Conversation Openers and Endings • Booth Dos and Don’ts
  17. 17. Trade Secrets for Tradeshow Sales & Success • First Impressions • Conversation Openers and Endings • Booth Dos and Don’ts
  18. 18. First impressions are everything.
  19. 19. Body language Eye contact Facial expressions Posture Physical contact Gestures
  20. 20. Trade Secrets for Tradeshow Sales & Success • First Impressions • Conversation Openers and Endings • Booth Dos and Don’ts
  21. 21. SuccessfulConversation Openers
  22. 22. Handout• With a partner, come up with three things you could say to get someone to engage with you in conversation at your booth.
  23. 23. Graciously Ending a Conversation
  24. 24. Trade Secrets for Tradeshow Sales & Success • First Impressions • Conversation Openers and Endings • Booth Dos and Don’ts
  25. 25. Booth Dosand Don’ts
  26. 26. Booth Dos• Smile• Stand in front of booth• Get eye contact• Engage people walking by• Have open, friendly body language• Focus on one person at a time
  27. 27. Booth Don’ts• Eat• Use or look at phone• Talk to other booth staffers• Have closed body language• Turn back to people• Go into sales mode before building rapport
  28. 28. Questions?www.CliseEtiquette.com
  29. 29. Thank You! Get etiquette tips: • Twitter: @ArdenClise • Facebook page: Clise Etiquette • Blog: Cliseetiquette.com/blog/ • Newsletter – give me your business cardwww.CliseEtiquette.com
  30. 30. Case Studywww.CliseEtiquette.com

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