top hints & tips for selling at exhibitions
TRANSCRIPT
Selling at Exhibitions
Selling At ExhibitionsBefore the Exhibition
Objectives
Are You Selling Products off the Stand or Taking Orders Only? Appoint Dedicated Person to be
Responsible for the ExhibitionAgree & Set Targets
for Sales/Orders Taken &
Hot/Warm Leads Generated
Agree
Selling At Exhibitions
The products/services info to go on display
Agree
Is there an Exhibition Offer?
What Visitor information
Needs to be collected on
the day?
Before the ExhibitionDress Code for the Team on the Day to
represent the image of your Company
Selling At Exhibitions
Brief the Team
Staff rotation to ensure that the stand is always manned?
Who is the exhibition stand
manager for the day/period?
Who is responsible for gathering and collating orders/information?
On the Day
Selling At Exhibitions
Appearance
Do they represent the image that you want your company to be recognised for?
Welcoming Smile for the Visitors
On the Day – At the StartBrief the Team
Have Pen & Notepad or Customer Form or Tablet etc
Selling At ExhibitionsBe Professional
Total knowledge of products/services on offer
Knowledge of competitor products/services
Be Welcoming
Make All Visitors Welcome, Ask Questions & Give Them Your Undivided Attention
Selling At Exhibitions
Don’t Stand in Groups or Form Barriers so
that Visitors Feel Threatened
Don’t Eat on the Stand
If you Need to Use Your Phone for Business go Off the Stand
Selling At Exhibitions
Is it the same at the end of
the day as it was at the
beginning?
Appearance
Are the Team Still Smiling?
On the Day – At the EndDebrief the Team Were the Objectives
Achieved?
Selling At Exhibitions
Have A Great Exhibition!
Paul Clayton FInstSMMHelping successful business owners & Directors increase their success.
Sales & Customer Service Coach, Mentor & Trainer improving your People, Processes & Profits
T: 01529 413476 M: 07770 648544 E: [email protected]
