September 27th, 2010
Selling at exhibitions is as different to personal selling as a buffet is to a romantic dinner.
It takes a different set of skills and strategies to succeed.
I used to a lot of work at consumer exhibitions and have probably attended 50-60 in the last 5 years.
My brief to my team on the stands was always: be memorable.
In my industry each exhibition visitor on average talked to at least 20 different companies represented on a variety of stands.
So, my message to my team was: What are you going to do to make sure they remember you?
If they don’t remember you at 8pm this evening when they get home, you have not done your job today.
Three tips to help you succeed at your next exhibition:
1) Think about appealing to all of the senses. Lots of stands concentrate purely on looks, without spending enough time working on the other very important senses.
2) What are your people saying to them that is different, or refreshing, with high impact? Messaging is key.
3) The time after the exhibition is so important. Put together a strategy for quality contact. Again, ensure messaging is well tailored.
We have helped out dozens of customers get their approach right for the big day.
Give me a call to discuss lots of different ideas to ensure you are minimising waste and maximising sales from your next event! Our sales training in London, UK and Europe may be the perfect solution for you!