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Suggest You - Selling - Trade Shows Vs. Regular Sales Calls
One of the best ways for potential clients to find out about you and your company is through public speaking. Free seminars attract potential clients. It is a chance for them to get information straight from you. You are the best marketing tool for your business. Speaking to groups is nothing more than a large conversation. It is powerful and efficient marketing.By making the seminar free, you engender goodwill from your audience. By addressing issues of concern to them, you are validating their perceptions t
Trade Show -
Oops, here comes a stranger. With a name you don’t know,
a company you’ve probably never heard of - or if you have,
probably not that department. Now your people skills come
into play. It’s faster and more professional than a cocktail
party, more demanding than an interview and more tiring
because you repeat it all day.
Prospect Information
Regular Sales Call -
In today’s fast changing sales environment, you have good
intelligence about your prospect. You can u
If you are an interior you probably have an exquisite taste for design and fashion in addition, to being a remarkable artist. But in the end, if you cannot generate interior design sales leads you won't have any work to do.You can use the internet to generate online interior design leads. Since more and more people are using the internet to search for business professionals, including interior designers, you should be visible where they search, or they may end up being another designer's clients.Here i
There are major differences between how you sell in a Regular Sales Call versus at a Trade Show. In other words, just because you can sell well, doesn’t mean you can sell well in the trade show environment.
I’ve identified five major areas which cause concern for professional sales staff who have booth duty. This has nothing to do with the ability of the sales person, only that they often have to do a 180 to accommodate their concerns.
Above all this - note that many trade shows are not hard sell arenas but are marketing venues. If you make a sale, it’s probably because of hard work before the show. The purpose of a show is to advance the sales process, so plan where the show fits into your sales cycle, and pass these tips along to your sales staff.
Face-to-Face Time
Regular Sales Call -
You set the schedule. You and the prospect determine the
time necessary for you to explain and/or sell. It may be 30
minutes, an hour, a half-day or more, but you have control of
the presentation.
Trade Show -
Unless you’ve made appointments prior to the show, or the
prospect puts you on its short list of exhibits to visit, you’re
lucky to get three minutes on the show floor. Why? Time is
short, and you’re either an unknown or well-known.
Location
Regular Sales Call -
You may be lucky and have the prospect in your office or
factory. Or, you’re on his turf. Or in a favorite restaurant. In
any case, it’s a familiar surrounding and you feel
comfortable.
Trade Show -
Now you’re on neutral turf. You have your company’s image
around you - name badges, signs, brochures, handouts,
give-aways, etc. Should be good news - you’re in control.
Until the visitor leaves your booth and walks over to your
competitor. (Remember, that’s the essence of a trade show
- competitors coming together to build an industry.)
Who Initiates Contact?
Regular Sales Call -
Generally, you make the first contact, so you know the
prospect’s major details - name, address, how you can
solve his problem, time frame for the sale - maybe you’ve
even toted up your commission. And if the prospects calls
you first? Great, the sales cycle is moved along even faster.
Trade Show -
Oops, here comes a stranger. With a name you don’t know,
a company you’ve probably never heard of - or if you have,
probably not that department. Now your people skills come
into play. It’s faster and more professional than a cocktail
party, more demanding than an interview and more tiring
because you repeat it all day.
Prospect Information
Regular Sales Call -
In today’s fast changing sales environment, you have good
intelligence about your prospect. You can us
So often Entrepreneurs are condemned as scoundrels in the midst of society and human civilization. As an Online Think Tank operator and a retired entrepreneur I find it fascinating how scientists, thinkers and innovators lambaste entrepreneurship. Apparently they have no concept that it is the entrepreneur who indeed brings things to life.Not long ago I read through one innovators works and saw how he crucified entrepreneurs. Then later asked my advice on how to bring a great idea to market and what the poten
Above all this - note that many trade shows are not hard sell arenas but are marketing venues. If you make a sale, it’s probably because of hard work before the show. The purpose of a show is to advance the sales process, so plan where the show fits into your sales cycle, and pass these tips along to your sales staff.
Face-to-Face Time
Regular Sales Call -
You set the schedule. You and the prospect determine the
time necessary for you to explain and/or sell. It may be 30
minutes, an hour, a half-day or more, but you have control of
the presentation.
Trade Show -
Unless you’ve made appointments prior to the show, or the
prospect puts you on its short list of exhibits to visit, you’re
lucky to get three minutes on the show floor. Why? Time is
short, and you’re either an unknown or well-known.
Location
Regular Sales Call -
You may be lucky and have the prospect in your office or
factory. Or, you’re on his turf. Or in a favorite restaurant. In
any case, it’s a familiar surrounding and you feel
comfortable.
Trade Show -
Now you’re on neutral turf. You have your company’s image
around you - name badges, signs, brochures, handouts,
give-aways, etc. Should be good news - you’re in control.
Until the visitor leaves your booth and walks over to your
competitor. (Remember, that’s the essence of a trade show
- competitors coming together to build an industry.)
Who Initiates Contact?
Regular Sales Call -
Generally, you make the first contact, so you know the
prospect’s major details - name, address, how you can
solve his problem, time frame for the sale - maybe you’ve
even toted up your commission. And if the prospects calls
you first? Great, the sales cycle is moved along even faster.
Trade Show -
Oops, here comes a stranger. With a name you don’t know,
a company you’ve probably never heard of - or if you have,
probably not that department. Now your people skills come
into play. It’s faster and more professional than a cocktail
party, more demanding than an interview and more tiring
because you repeat it all day.
Prospect Information
Regular Sales Call -
In today’s fast changing sales environment, you have good
intelligence about your prospect. You can u
Michael, 39, is a section leader for a large US plant that manufactures jet engine components. In many aspects, the career is rewarding. After 17 years, Michael is in line for a major promotion. Not only does the work offer potential for advancement, but it also affords security in terms of salary, benefits and the promise of an attractive retirement plan.Security and potential are important to Michael and his family. But they're not the only terms that motivate. Michael knows his high standards influence his
Trade Show -
Unless you’ve made appointments prior to the show, or the
prospect puts you on its short list of exhibits to visit, you’re
lucky to get three minutes on the show floor. Why? Time is
short, and you’re either an unknown or well-known.
Location
Regular Sales Call -
You may be lucky and have the prospect in your office or
factory. Or, you’re on his turf. Or in a favorite restaurant. In
any case, it’s a familiar surrounding and you feel
comfortable.
Trade Show -
Now you’re on neutral turf. You have your company’s image
around you - name badges, signs, brochures, handouts,
give-aways, etc. Should be good news - you’re in control.
Until the visitor leaves your booth and walks over to your
competitor. (Remember, that’s the essence of a trade show
- competitors coming together to build an industry.)
Who Initiates Contact?
Regular Sales Call -
Generally, you make the first contact, so you know the
prospect’s major details - name, address, how you can
solve his problem, time frame for the sale - maybe you’ve
even toted up your commission. And if the prospects calls
you first? Great, the sales cycle is moved along even faster.
Trade Show -
Oops, here comes a stranger. With a name you don’t know,
a company you’ve probably never heard of - or if you have,
probably not that department. Now your people skills come
into play. It’s faster and more professional than a cocktail
party, more demanding than an interview and more tiring
because you repeat it all day.
Prospect Information
Regular Sales Call -
In today’s fast changing sales environment, you have good
intelligence about your prospect. You can u
Tupperware? That was my initial thought, too. I pictured the Tupperware parties of which I’d heard so often – and the sole party I intended. How could you raise money with a Tupperware fundraiser if everyone had to attend a party somewhere? And who would host all those parties?!No Party Needed!Then I learned that a Tupperware fundraiser is not based on parties. A Tupperware fundraiser is run much like any other fundraiser, except that you offer a quality, durable product instead of cheap consuma
Who Initiates Contact?
Regular Sales Call -
Generally, you make the first contact, so you know the
prospect’s major details - name, address, how you can
solve his problem, time frame for the sale - maybe you’ve
even toted up your commission. And if the prospects calls
you first? Great, the sales cycle is moved along even faster.
Trade Show -
Oops, here comes a stranger. With a name you don’t know,
a company you’ve probably never heard of - or if you have,
probably not that department. Now your people skills come
into play. It’s faster and more professional than a cocktail
party, more demanding than an interview and more tiring
because you repeat it all day.
Prospect Information
Regular Sales Call -
In today’s fast changing sales environment, you have good
intelligence about your prospect. You can u
Customer service is everything to a business. Just look at big, successful retail chains: They let you return perfectly good merchandise just because you changed your mind. Is that insane? Yes, pretty much, but it's also good customer service, and it's a good investment, and the "secret" of success, for a lot of big companies.Let's turn to the Internet. I find that the vast majority of companies selling things on the Net can't be contacted at all. Not presale, postsale, or anywhere in between. The only t
Trade Show -
Oops, here comes a stranger. With a name you don’t know,
a company you’ve probably never heard of - or if you have,
probably not that department. Now your people skills come
into play. It’s faster and more professional than a cocktail
party, more demanding than an interview and more tiring
because you repeat it all day.
Prospect Information
Regular Sales Call -
In today’s fast changing sales environment, you have good
intelligence about your prospect. You can use the
buzzwords - enterprise, cybercorp, partnering - and you can
probably adapt your sales competencies to the prospect’s
requirements.
Trade Show -
Remember, unless you’ve set up appointments with
prospects or clients, you’ve probably got a stranger standing
in front of you. Now, not only your sales competencies come
into play but your knowledge and understanding of your
industry and marketplace are challenged.
Time and Money
Regular Sales Call -
The internet has allowed companies to reduce drastically
the initial intelligence gathering costs and time frame. Make
sales proactive, not reactive. It still costs money. It still takes
time. And it’s still face-to-face.
Trade Show -
The key is follow-up. You can’t swipe a card, shake a hand
and wait for the prospect to call. People attend shows
because they’re in the same industry as you, and stopped at
your exhibit because they’re interested in your product.
Trade shows advance the sales cycle. This is a great
opportunity - don’t blow it!
When you understand that you make a 180 from your regular job and comfort zone. then you will be more effective at trade shows.
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