Selling at Trade Shows and Exhibitions
Learn how to make money at a trade show or exhibition.
This 30 minute video training session will teach you how to maximise your return from a trade show. Just $66.95
More than 70% of exhibitors say that they either lost money, or at best, broke even when they exhibited at a trade show.
Attending a trade show is EXPENSIVE. Apart from hiring the booth itself, you will be spending money on: designing, building and fitting out your stand, brochures, leaflets, other promotional material, samples, equipment, getting your people and equipment to and from the show, feeding them and probably putting them up overnight.
If you have done your pre-show preparation properly you will also have to meet customers and suppliers, journalists and even competitors; and getting a coffee or a meal at a trade show costs top dollar. Even a small show will cost your company thousands.
AND IT IS A TOTAL WASTE OF MONEY unless the team on the stand does their job properly.
- Do they know the Six Deadly Sins of Trade Show selling?
- Do they know how to make contact quickly and effectively?
- Have they been told the best behaviours to exhibit while they are manning the stand?
- Do they know how to process visitors using the QUICK methodology?
- Do they know the ten things that most annoy exhibition visitors?
Every Member of your team should be trained to optimize every moment of the show. From first visitor to last.
Selling from a stand is not the same as selling face to face. It requires different skills and a different approach. What works when meeting a customer in her office won’t necessarily work when she walks onto your stand for the first time. And how do you deal with managers who have staff with them on a team building exercise?
Many
companies ignore the harsh reality of attending a show and put young, unqalified
or untrained personnel on their stands and thereby create a terrible first
impression. Or they assume that salespeople will automatically know how to sell
on a stand. The truth of the matter is that these approaches are not only
damaging to your company but create dissatisfaction amongst staff. (How many of
your people jump for joy when you announce you are doing a trade show or
exhibition?). Even organizer-arranged training sessions are dull because
they will almost certainly be focused on pre-show activities designed to
generate footfall at the exhibition (good for the organizer) rather than
generate genuine results on the show floor (good for the exhibitor).
Here's the answer! Train your staff using this half hour online e-learning session. For just $66.95 your stand staff will learn effective strategies on how to increase their success rate at the show. They'll learn how to avoid the six deadly show sins, how to make first contact with customers, how to be "QUICK" and, where it is appropriate, how to close a sale on the stand. They can attend from their desk, from home or even from their mobile phone (if it is 3G capable!). And because you get a one year license they can review the material whenever they are scheduled to man a stand at a show during the year.
During this light hearted, enjoyable and highly memorable programme they will discover and see demonstrated:
- Essential Trade Show Selling Skills
- How to make First Contact
- The Ten Things that annoy visitors most
- Tips on how to find out what the visitor is looking for
- How to use the QUICK process
- Wrapping Up and Moving On
- Closing the Sale
The course is in the form of a video which they watch from their own PC. There is an integrated online test which proves that they have understood the course content; and as long as they get enough answers right, they can even download a certificate of competence (check it out before they attend the show!). Both the course slides and the transcript (with a search facility) can be downloaded and there are even back up notes which can be viewed and printed out to reinforce the key learning messages.
If you are planning to spend money on an exhibition, make sure you use your money wisely! Invest just $66.95 per person and make sure you get the return that you need!
Target Audience:
Anyone exhibiting at a trade show
Topics:
- Essential Trade Show Selling Skills
- Making First Contact
- Ten Things That Drive Visitors Nuts
- Tips on Making Contact
- Wrapping Up and Moving On
- Closing the Sale
- Summary
