Trade Shows Are An Excellent Source of Recognition
Trade Shows Are A Gold Mine Of Buyers
This is a ‘hidden' gem in selling. Trade shows can actually be one of the most effective selling channels you can use, and this can be done in 2 ways.
- Firstly, as an exhibitor where the attendees and prospective buyers visit you, or
- secondly as an attendee where you look for new contacts, agents and wholesalers amongst the exhibitors.
The reason why trade shows are so effective is simple . . . nowhere else can you see so many owners and heads of companies under the one roof, easily accessible to you and all the other participants, and you meet people face to face, where otherwise you'd struggle for months to make contact within the normal course of business.
As an exhibitor
Being an exhibitor at a trade show takes a lot of organizing to make the exhibit worthwhile. The point of being an exhibitor, as you know, is to make contact with people who may want to use your services or buy your products.
The point being that well before the show is on ensure that you have excellent handout promotional materials, display stands, signs, written explanations, or whatever it is that will help sell your products, all ready to go.
- Don't leave the printed promotional side of the promotion until the last minute.
- You need to have a ‘visitors book' where you can collect names, phone nos. and emails of people who show an interest in your products. This will make it easier for you if you have a sudden rush on at the stand.
- Have name tags for all the staff at the show
- Wear promotional clothing, at least a cap or top with the company name
- Ensure that your stand is well manned by people who can answer the questions
- Make sure that your business, especially if it is in the same town, is manned with good staff as well because show visitors will often drop in there for more information
There is a list of all the trade shows to be held in Australia each year available from Australian Diary Conference http://catalogue.nla.gov.au/Record/432521
It is very important to follow up after a trade show and to keep following up. If you don't follow up, you will waste your time attending trade shows, as research shows that it's after the show when the bulk of the business is done.
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