How to achieve success as an exhibitionist
Download as PPTX, PDF0 likes120 views
Maximizing your return-on-investment from Exhibitions is essential. Are you selling on site, gathering or qualifying leads, launching a new product or service, meeting or negotiating with existing customers? Its easy to attend exhibitions and trade shows and be uncertain if it was worth the investment. It can take a while to know if you have a long sales cycle. To ensure your time is well invested, make a plan to work smart in preparation, on site and afterwards.
More Related Content
What's hot (20)
Similar to How to achieve success as an exhibitionist (20)
Recently uploaded (6)
How to achieve success as an exhibitionist
- 1. How to succeed at being an Exhibitionist
- 2. How to sell more easily at Trade Shows and Exhibitions
- 3. Who is this fella? Dave Davies Sandler CertifiedTrainer Based Reading,Berkshire, UK 30 他 Yearsin Sales Leadership Technology, International Start-up to NASDAQ Listed Made everymistake in the book Married, Fatherof 3 80s synth music obsessed Dad dancing Comic book reading Lego enthusiast
- 4. 6 essential steps for success 3 secret business opportunities 5 ways to close more sales
- 6. Whats your role at the Company? What are you really good at doing at work? Whats not working when you pitch? Two things you would like to get out of today?
- 8. #1: Evidence of Success
- 9. 1: Set & Trackyour specific objectivesfor this event Sell On-Site? GatherLeads? Qualify Leads? Launch a Product or Service? Check out Competitors? Meet existing Customers? Negotiations? Or..??
- 11. Anyone who maybe, possibly, with a good following wind, somehow, could or might someday be willing and able to buy your service. What is a SUSPECT?
- 12. Someone who is qualified today. Someone who has PAIN. PAIN that you can solve with them. Someone who has a BUDGET. You know TIME, MONEY and RESOURCES. TIME, MONEY and RESOURCES they are WILLING and ABLE to spend. WILLING and ABLE to spend with you. Someone who can make a DECISION. Or. Someone who is WILLING and ABLE to introduce you to someone who can make a DECISION. And a PROSPECT is?
- 14. #4 Plan your follow up (beforeyou start)
- 15. Write your follow up eMail and Nurture campaigns in advance of the event. Block time out in your diary. Follow up Promptly. Have time set aside for follow up meetings and calls. Transcribe, immediately, the data you collect!
- 17. Lead with a 30 second advert
- 18. Who are you? What you do? Why do you do it? (What do you stand for? or Against?) Who do you do it to? Why do they let you do it to them? How they felt afterwards?
- 19. SILLY SEASON IS OFFICIALLY OPEN! Dont sell with Features And Benefits Nobody ever bought Features and Benefits
- 20. Sell PAIN 3 relevant PAINs PAINs that you can solve
- 22. Where would you like to start? Which of these challenges do you feel you/your organization face? Which of these does it make sense for us to discuss today?
- 23. START with the END in mind Is your goal to qualify on site and get meetings with Decision Makers? Or to sell on site? Manage your time and move on to the next prospect to qualify them. Be clear on your objectives and your up-front contract at the start of your conversation and move to clear next steps.
- 24. #6 Ask questions
- 25. Developa list of greatqualifyingquestions to use Whatbringsyoutothisevent(ourstand)today? Isthisyourfirsttimehere(meetingus)? Tellmemoreaboutwhatyouarehopingtogetoutoftheevent(meetingus)? HaveyouusedXbefore?DoyoucurrentlyuseX? Whathasyourexperiencebeen? WhatreasonsmightyouhaveforswitchingtoanothercompanyforX?
- 26. 3 Secret Business Opportunities
- 28. Good morning Sarah, It was greatto meet you today at the ExecutiveLeaders Network. I enjoyed our conversationand hope we can arrange a time to talkmore. In themeantimecan we makea connectionhere on LinkedIn. I hope thatis OK?
- 29. When they connect follow through with your 30 seconds and see if there is a NEXT STEP!
- 31. Remember the 3 FEET rule
- 32. #3 Make sure you meet the people you came to meet
- 33. 5 Steps to close more business
- 34. #101 If you are here to do business tell your face
- 36. #2 Agree next steps (if any) in person
- 37. Useful questionsfor thenext stageof the process Would it makesense for us to arrangea phone callto continue this discussion?(if YES agreetime immediately) Is theresomeoneelse at your company I should be talkingto? Would a face-to-facemeetingbe appropriate? What is thebest way for us to set thatup? Their HOMEWORK?
- 38. #3 Have your diary to hand
- 40. 5 steps toclose more business EstablishthePURPOSEof themeeting UnderstandWHO is comingand why Agreethe TIME availableto you (UninterruptedTime) Confirm what value THEY are expectingfrom themeeting Tell them what YOU expectfrom the meeting EstablishclearOUTCOMEsfrom the meeting Sharewith them your BIGGESTFEAR
- 41. #5 If you are going to hang- out..hang up
- 42. Itsa meetingwith a mutually agreed agenda. Confirm themeetingand the agendasby calendarinvite.
- 43. How braveare you feeling? Perhaps you could ask them to put the meetingin your diary.
- 44. DONTCHANGE WHAT YOU SELL. CHANGEHOW YOU SELL!
- 46. THANK YOU!
- 47. QUESTIONS?