|
|
 |
|
Sales Prospecting at the Exhibit |
- Wear standard business attire and comfortable shoes.
- Arrive at the exhibit at least 30 minutes early and stay 15 minutes late each day.
- Wear your name badge on your right side so that the badge faces their direction when you shake hands.
- Speak slowly and Clearly.
- Don't carry on extensive conversations with fellow staff members.
- Don't smoke, eat or drink, even when invited by a customer.
- Greet people at the edge of the aisle, not back in the booth.
- Never sit down. Appear ready to help.
- Never start a conversation with "Can I help you?" or similar questions that can be answered with a simple yes or no.
- Introduce yourself and ask a leading question. (What do you do? Do you have any special purpose for attending the exposition?)
- Use the first minute to qualify the prospect. Does he have the authority to but your product or service, or to influence the buying decision? Then decide whether or not to proceed with a sales presentation.
- Describe briefly how your product can satisfy the propect's needs.
- Ask about buying interest in about 5 minutes. ( Are you interested in this? Should we meet later back in your office? Do you think what we have fits your needs?)
- If an attendee comes to your exhibit to explain about your product or service, lead him to an area in your booth which is out of hearing range of other prospects. If necessary, take him to the snack bar for a cup of coffee.
- Remain polite and professional. You must know when to end the conversation.
- Try to schedule appointments with current customers during the time when the show floor will
- Do the paperwork for leads or orders right away. Write clearly.
- Schedule a short daily meeting so that your sales staff at the exhibit can get answers to problems that have surfaced during the course of the event.
|
