Category Archives: Trade Show Selling
Prospecting and networking apps for ATD Trade show and Conference attendees
If you were to time travel back a decade or two, you could revisit attending conferences with reams of promotional paper goods and boxes of business cards in tow. In the pre-tech era the traditional conference protocol was to bring plenty of hard copy materials, and never be caught short. It was better to come prepared with too many business cards than too few. Think about not being able to share your contact information with a person you just met at a conference that you’d love to collaborate with. If you weren’t carrying plenty of business cards, that could be one crucial missed opportunity.
Fast forward to today and how times have changed. Partly due to a more ecologically-minded approach to business and daily life and partly due to convenience, now paper goods have been largely replaced by handheld devices with storage capacities and technological sophistication unimaginable just even a short decade ago.
Has conference clutter been minimized in the modern age? Absolutely! But with tech innovations comes a new challenge: Selectively choosing from the many app options at one’s disposal. The scope of available apps can be dizzying, and dedicated conference attendees should have a streamlined list of what is most beneficial for their respective needs.
With the 2015 ATD International Conference & Exposition in full gear, there is no better time than the present to » Continue Reading.
Seven Tips to Improve your Trade Show Selling Experience
In my last post, Six Tips to Leverage Trade Shows as a Sales Prospecting Tool, I discussed ways to adopt a more targeted and strategic approach to leverage this tried-and-true sales prospecting tool. Now, I want to share seven tips for improving a sales rep’s interactions and overall trade show selling experience while working the booth.
Don’t pounce — I mentioned the issue of pouncing in my previous post, but it’s such an important point that I want to expand my comments. Demeanor and body language while working a trade show booth are critical to attracting people to stop and visit. It’s intimidating to have sales reps standing, arms crossed, and squinting to read the small print of someone’s name tag, clearly ready to pounce on anyone remotely interested in the company. To make sure that people feel comfortable and interested in coming to your booth, your messaging must be clear and engaging, and it must provide the promise of value. Also, as gimmicky as it may seem, good booth giveaways or promotions are important to initially draw people in.If someone comes into the booth and heads straight for the literature rack, without making eye contact, just kindly say, “Please let me know if there are any questions I can answer for you.” Most of the time, that » Continue Reading.
Six Tips to Leverage Trade Shows as a Sales Prospecting Tool
Spring means trade show season, and it’s time to take them seriously. Trade shows fall in and out of fashion as a marketing and sales prospecting tool. But, whether you love them or hate them, it makes good business sense to recognize the significant level of financial, human, and time resources allocated to putting on and participating in a successful trade show.
In today’s cool digital marketing and sales world, trade shows aren’t the latest and shiniest tool in the box. Still, trade shows can be an extremely effective marketing and sales prospecting tool. It is precisely because of today’s digital marketing and sales environment that, to differentiate yourself, you need to seize and leverage every opportunity to meet with prospects and clients in person — and trade shows are the perfect tool to do so.
Here are six tips for leveraging trade shows as a sales prospecting tool.
1) Marketing and sales alignment — Don’t treat trade shows as a marketing event that requires sales to “show up and work the floor.” To be effective, marketing and sales must work together to develop a strategy and tactical plan on what they jointly want to accomplish. Even better, the two groups should create and sign a joint Service Level Agreement (SLA) prior to the show so that each can be held accountable by » Continue Reading.
Although attendance at trade shows has decreased, trade shows continue to attract key providers and serious buyers. What’s happening with trade shows parallels what has happened in selling. With a click, buyers can learn about your company and your competitors’ products. So why do they continue to come to trade shows? What is it they are looking for in one of the last bastions of face-to-face marketing? The answer is clear: ideas, insights, collaboration, and the connection that comes with a handshake.