May 13, 2011

Q&A – Who should represent you at your booth?

Category: Q&A — Tags: , , , , , – admin @ 6:43 pm

Dear Mr. Hill:

You have commented about what not to do when you stand booth duty. Since I will be doing a few trade shows in my territory, please give me some pointers of what I should look for when I am asking/requesting people for stand booth duty.

Jim, Sales Manager

Akron, OH

Dear Jim:

Standing booth duty is hard work, but the return on your effort can be tremendous.  The opportunity to generate more sales opportunities in a three day show that you can in 6 months to a year working from your office, should be enough to get anyone interested. But the problem is most sales types don’t look at it like that.  They only see that they are going to be away from their family, friends and clients for three days. You want someone who is a good listener, a person that can ask the qualifying questions without jumping to conclusions.  A good person in the booth is enthusiastic, positive, dressed to do business, qualifies rather than sells, and gives the attendees the impression that he or she is happy to be here and able to serve you. When you have people like that in your booth, you will come away with a number of qualified sales opportunities.

To your continued trade show success

John Hill, Trade Show Coach

April 29, 2011

Q&A – How soon do you follow up leads from a trade show?

Dear Mr. Hill:

How soon do you follow up leads from a trade Show? I am in the plumbing industry and I sell strictly to wholesale, so it’s different than electronic industry that you talk about. Lately I have been contacting them either after they purchased their plumbing requirements for the year, or months before they intend to buy.  What am I doing wrong? Yet, I speak with them at these trade shows and I always get positive indications that they will be buying, and I believe from me, but then, as I said I’m either too early or too late. As far as I’m concerned these trade shows are a waste of time.

Frustrated sales person

Bill D. Sales Rep

Miami Beach, FL.

Dear Bill:

Don’t blame the Trade Shows. If you consider the trade show a waste of time then you, then you are not doing you job effectively. If you don’t know when your clients buy have you ever asked them the question “When is the best time for me to contact you about these products so that we can consolidate our thinking and finalize on the delivery, quantity and price” At a trade show the questions about pricing, delivery and how soon the products are required should all be part of your company’s qualification sequence.  Depending on how soon the potential client needs the product you should be contacting the client asking again, “When is the best time for me to visit your facility so that we can finalize on your requirements?” I assume you are speaking to more than one person at that company, and asking basically the same questions so that you can be prepared to finalize on the requirements.  I know if you follow this game plan you will be successful.

To your continued Trade Show Success.

John Hill, Trade Show Coach