Are you tired of attending trade shows only to come back disappointed with the results?
It's time to shift your approach and maximize your success at events like the Winnipeg Home & Garden Show! At Sandler Training Manitoba, we're here to help you unlock the secrets to trade show success with our proven strategies and tactics.
Instead of chasing immediate sales, focus on building meaningful relationships and engaging in quality conversations. Our approach emphasizes gathering information and understanding the needs of the people you interact with, setting the stage for future follow-ups and opportunities.
Here are three valuable steps our clients have found beneficial when participating in trade shows:
1. Plan: Be Unique & Memorable
- If your competition is doing it, don't do it.
- Define your ideal client and share that definition with your team members.
- Set targets for having "real conversations" and setting meetings with prospects, not suspects.
- Practice how your team members will start conversations and understand the reasons why visitors are at the show.
2. Execution: Qualify & Measure
- A sales person's value is defined by the information they gather, not the information they disperse. During the event you need to qualify; get a lot of yes's and a lot of no's and nothing in between.
- Measure how often your sales professionals can give a 30-second commercial to create prospects or eliminate suspects.
- Book meetings with qualified prospects instead of gathering cards to qualify later.
- Observe your team's performance, reward them for doing well, and coach them to success when they miss a step in the sales process.
3. Action: Follow Up & Connect
- Connect with prospects within 3 days or less after the event.
- Load your qualified prospects and suspects into a CRM to stay organized.
- Follow a structured cadence to connect with prospects, offer value, and turn suspects into prospects.
Transform your trade show experience and achieve lasting success!
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