Trade Show Samurai Presentation
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Slides from Mike Moyer's Trade Show Samurai seminar
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Trade Show Samurai Presentation
- 2. Honor Sales
- 3. Plant the Seed Capture the Lead Solidify Your Brand Cultivate Prospects Harvest the Sales = Virtual Referrals
- 4. Plant the Seed (be a familiar face)
- 9. Art of Engagement Art of Intrigue Art of Inquiry Art of Disengagement = Qualifiable Leads (lots of them)
- 12. Engagement
- 14. Engagement
- 15. Engagement
- 16. Engagement
- 17. Engagement
- 19. Engagement
- 21. Battle of Bonsai
- 22. Engagement
- 24. Engagement No.
- 25. Engagement Are you a retailer or a distributor?
- 27. Engagement What types of products do you specialize in?
- 29. Engagement Have you heard about FreshLite?
- 32. Intrigue We make a light bulb that cleans the air…
- 33. Intrigue Really?? How does it do that?
- 35. Intrigue “The light bulb emits Anions which are ions similar to those emitted in nature by waterfalls. The Anions cancel out ions that cause odors, smoke, germs and allergens in the air. It is an LED light and lasts over 20 years under normal conditions. FreshLite carries a wide variety of filtration products based on this technology. Our retailers have been successful with the product in a number of environments. Hardware stores have historically been our best outlets. They find they fit nicely in both the lighting section as well as air filtration. Customers are excited about the product because it has the benefits of an air purifier at a much lower cost- about half that of an average filtration system. Plus, it fits in an ordinary light socket saving space.”
- 36. Intrigue Ahhh… the “does it work” question! Hmmmm… does it really work?
- 37. Intrigue “Absolutely, it creates an effect similar to what you might experience standing next to a waterfall. The clean air is created by the same reaction. We have a number of videos on our web site showing the bulbs clear out a smoke-filled room. It’s amazing.” *pause* I’d love to get some additional information out to you, do you have a minute to answer a few questions about your store?”
- 38. Intrigue ok
- 41. ✓Owner/Buyer ✓Hardware ✓Carries filter, allergy, light ✓Stocking, 10+ stores
- 43. Mike Moye rSamurai ACE Hardware mmoyer@samurace.com 773 426 6353 1210 Forest Ave Lake Forest IL 60044 www.samurace.com X X X X X X X X X X X
- 44. X These guys have a special allergy section in the store which is right next to the air filtration section. They have 11 stores in California that do high volume in air filtration. X X X X X X X X
- 45. S.U.M.O. (Samurai Uploading Marketing Outpost)
- 46. The Art of Disengagement (The Tao of Tchotchke)
- 48. Disengagement
- 49. Disengagement
- 50. Disengagement It was nice meeting you. Please take our catalog. (or card or squeeze ball or Yinyangle)
- 51. Disengagement I’ll make sure someone from our sales department follows up next week.
- 52. Disengagement If you want to talk to our sales department sooner, here is the card for our VP of Sales.
- 54. Disengagement
- 55. Disengagement
- 56. Disengagement
- 57. Disengagement
- 58. Disengagement
- 59. Disengagement
- 62. Solidify Your Brand (sponsorships & flags)
- 69. YinYangle Trick
- 70. TM Patent Pending The Branded Word-of- Mouth Trade Show and Event Game
- 71. TM Patent Pending The Branded Word-of- Mouth Trade Show and Event Game
- 72. Patent Pending
- 74. Hooray!Hooray!
- 77. Hank, Will, Carl
- 79. Hi Mr. Prospect, I’m Frank Lewis. Mike Moyer gave me your name. He said he met you in Boston and you mentioned that you were looking for a new strategy to approach trade shows. Mike and I talked a little about your needs are we think that you might find our service interesting….
- 80. Plant the Seed: “Familiar Face” Capture the Lead: “Four Core Arts” Solidify Your Brand:“Flags” Cultivate Prospects:“In the Loop” Harvest the Sales:“Joe Schmoe gave me your name…”
- 81. Resources • Consulting & Training • TradeShowSamurai.com Virtual Dojo – Online training – Lead card templates – Script samples – Online help
- 83. NVL • New Venture & Small Enterprise Lab • Fall 2014 & Winter 2015 • 10-week project with a team of 4-6 MBA students • Covers any business topics • Action-oriented deliverables • Structured class (meets weekly) • Client review important part of grade