Most of the time, success with a trade show display is measured in terms of leads and sales gathered. If the leads and eventual sales make more money than it cost to put on the show, congrats, it was a success. However, there’s another number, one that people don’t like to talk about because it’s […]
Continue readingAre there ten words you should never use in a sales pitch? Absolutely – in fact, there’s more than just ten! Remember, words are not just a collection of letters with dictionary definitions. Some words set off emotional triggers. They can cause conflict and start fights. We’ve heard them all before, and all of us have associations with specific […]
Continue readingYou’ve heard it said again and again: “studies show that trade show leads don’t receive adequate follow-up.” In fact, you may have heard an exact number: “80% of trade show generated leads don’t receive any follow up.” The figure is usually attributed to research done by the Center for Exhibition Industry Research (CEIR). But I’ve […]
Continue readingAs a new business, you’re possibly preparing yourself to hit the road to do trade shows as a way to interest new business partners or customer leads. Succeeding at a trade show is paramount, and understanding the reality behind your competition is a good first step to helping you rise above their own marketing. Once […]
Continue readingWhen you think about it, trade shows are akin to speed dating. Exhibitors, like prospective romantic partners, have taken the time to make sure they look their best (usually by making sure they’ve got the biggest and glitziest booth and state-of-the-art gadgets) – but often don’t look beyond that initial impression. But once you get […]
Continue readingLet’s face it: most people would not choose to push themselves when they are scheduled to work in trade show booths all day for several days straight. The typical trade show is grueling: it can take hours just to set up and tear down your trade show booths, carpet, and various other accessories and supplies. And all […]
Continue readingWouldn’t it be great if every person you sent to work your trade show booth was a seasoned, expert seller on the show floor? If each one knew how to engage a prospect, present your product or service convincingly and answer any objections? And most of all, if they knew how to go for the […]
Continue readingDo you dread seeing a particular client’s caller ID or email show up on your phone or inbox? I refuse to be so desperate for any kind of business that I will subject myself to rude, demeaning, demanding, nonstop complaining or simply unlikable clients. So I’ve learned over the years how to get more clients […]
Continue readingIt’s no secret that trade shows are an expensive and time consuming endeavor. To get things right, and make the most of the opportunities that present themselves, you’ve got to follow a plan. What do you do? Here’s how you start: 1. Focus on sales On the trade show floor, selling is essential to what […]
Continue readingIf you’re responsible for planning and running your business’s exhibition displays, it can be incredibly easy to get tunnel vision. An effective trade show booth takes, at the minimum, a month or two to create; first you need to formulate and finalize the complete booth design ideas. Then you will need to have your actual trade show design […]
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