Turning Prospects into Clients on the Trade Show Floor

Let’s face it, face-to-face marketing can be a tough racket  – it takes nerves forged of steel to jump into the fray – and a cast iron will to stick it out. However, no matter how difficult the gig may be, there is nothing like landing a great sales pitch or closing a sale on the trade show floor.

According to research conducted by Exhibit Surveys, Inc. in 2013 82 percent of trade show attendees were buying influencers.

This means that 4 out of 5 attendees are essentially high valued targets in the market to buy your product or service. With that in mind, it is crucial that you be able capture as many quality sales and leads as possible while exhibiting. Below you will find the three keys to selling on the trade show floor.

They Need to be Drawn to You

The very first piece of the puzzle seems to be the most obvious – but I would be remiss in my mission to educate you if I didn’t cover it. It’s simple — your sales prospects need to be drawn to your exhibit before you can begin your pitch.

At most trade shows you will be flanked by your competitors, and if you do not have a sufficient game plan to capture attendee interest you will surely be drowned out. That being said, this is where utilizing giveaways, in-booth promotions and product demonstration come into play.

Many companies like to hand out brochures to educate their visitors on their organization — but this can be a waste of valuable resources. In fact according to CEIR research nearly 80 percent of all trade show literature is thrown away before attendees leave the trade show venue.

– See more at: turning prospects into clients