Getting people to visit your trade show exhibit feels like a great success, but at the end of the day you need to use that popularity to generate sales. Follow these five secrets to boost sales at your next trade show exhibit.
Use Social Media to Educate and Encourage Guests
Image via Flickr by Mykl Roventine: Out & About
Prepare potential buyers so they know what to expect before they visit your trade show exhibit booth. If possible, make a video highlighting the best aspects of your products and services. That way, some customers will show up knowing what they want to look at and talk about. That will boost your sales while saving you time.
Use Twitter to Announce Short-Term Sales
Image via Flickr by MDGovpics
Not getting as many sales as you'd expected? Send out a tweet announcing a 30-minute sale at your exhibit. You could also make it an hour, 45 minutes, 15 minutes, or any other length that you like.
This often works best when you encourage Twitter followers to claim their discount with a secret password.
Set Aside Time for Your Staff to Rehearse Its Sales Pitch
Image via Flickr by DaGoaty
Your staff needs to know the right way to sell your products and services. Set aside some time before the trade show to rehearse your sales pitch. Have them work in groups and pairs so they can perfect their approach.
If possible, have them rehearse a short 30-second pitch that will grab the attention of a potential customers. Then have them practice a longer, more-detailed pitch that will lure in interested parties.
Reserve Your Own Room at the Trade Show
Image via Flickr by Unique Hotels Group
Trade shows can get loud. You won't make as many sales if your customers can't hear you over your neighbors' boomboxes and games. Reserve your own room for quiet and privacy. This should help you pitch ideas without screaming at your guests.
Reserving your own room also makes it easier to host an event. Depending on your industry, you might have:
- a panel of experts talking about future trends
- demonstrations showing your product's effectiveness
- a presentation discussing other products offered by your company
Use the room to your advantage. It will cost some money, but it could significantly boost your sales.
Constantly Make Connections
Image via Flickr by slava
Today's sales are important, but so are tomorrow's. Make contacts throughout the whole day so you can increase the potential of future sales. Even if someone decides not to purchase your product, thank them for visiting and give them your contact information. Be gracious. That person didn't have to take time to listen to you.
Stay prepared for making connections in several ways. The smartphone app Bump lets you share information just by tapping your phone to someone else's. You should also have a tablet PC handy so you and other people can friend each other on Facebook, Twitter, and LinkedIn. It could even help to carry a few old-fashioned business cards.
When you see a trade show exhibit selling products left and right, do you notice any features that you could incorporate into your approach?
By Timothy Carter