Details On The Way To Work On An Exhibition Stand Part 1
Trade fairs are used by a lot of corporations to market themselves and also to stimulate product sales
. Hiring a stand at the trade fair, equipping it & manning it for the duration of a fair are all incredibly costly activities. It is therefore crucial that you achieve a good return for your investment. There are many pitfalls to avoid when exhibiting at the trade fair. You just need to pay a visit to a stand where specialist exhibition sales training hasn't been provided to the exhibition stand team to see these in action! What follows are some pointers for getting it right when exhibiting.
Before you attend the trade fair, set aside sufficient time in your appointments diary for the subsequent processing of contacts developed at the fair. The information and contacts you'll collect are completely worthless if you don't use them.
When on the stand there may very well be the opportunity of demonstrating a number of the products. If a dialogue with a prospect seems promising, an impressive demonstration is usually one of your best selling tools. What the prospect can see & touch they will accept. In your initial discussion you are likely to already have found out a great deal about the client. Make use of this important data in your product demonstration and in addition pay close attention to the following tips:
Adjust the rate of the demonstration to suit the clients degree of understanding. 1 very common mistake seen on sales training courses is the sales person moving about much too quickly. Slow down; you're, after all, not performing magic tricks. It has to be possible for your prospective client to follow each stage.
Include the potential customer in the demonstration. Ask that they assist you execute 1 or other of the operations. In this way they are able to see for themselves that the product really is simple to operate. Let them bask in the experience of accomplishment.
Make it possible for the potential client to experience the advantages and benefits of your product. Sales training experts all agree that the more kinds of perception you engage, the more firmly the things experienced will impress themselves on the customers mind. As an example: You can feel for your self that even though the equipment is in operation the whole day long it doesn't get at all hot. It does not smell either, because it uses no volatile chemical substances. That's why it's ideal for your offices.
Be certain of things. Never let the customer depart your stand without having made sure what is happening next:
Does the client want to be contacted within a certain period after the fair? If yes, then ensure you note this down using a specific trade fair contact form.
Has a visit day already been arranged? Even if your customer falls within the sales territory of your colleague, an appointment can be agreed. It really is much easier to get an appointment with an existing customer than to obtain an appointment with an unknown client.
Does the customer just want documents for the time being? Note straight down what they need on a trade fair contact form and promise to send it to them.
If your visitor lets it be known in a friendly way that they just want to inform themselves, perhaps because they come from outside the industry, do not waste time pushing your self on them. Encourage them to come back to you or your colleagues at any time if they still have questions.
Take care that no potential client leaves the stand without you having at the least spoken to them.
Give each potential client one, two or at the most 3 important arguments to take with him or her, arguments which say why your products are great and why it really is useful to work together with you.
Working effectively on an exhibition stand is a very difficult yet important role. A pre-event sales training course that takes the exhibition stand staff through all the key components of professional stand behaviour may help to ensure your event is a success.
by: Richard Stone
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