EXHIBITOR DAY

Simon NaudiCEO

Answers Training International Ltd

Agenda

•Before•During•After•Questions

Visitor’s PerceptionFIRST IMPRESSIONS COUNT!

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First Impressions

YOU HAVE 12 SECONDS TO INFLUENCE YOUR VISITORS’ FIRST IMPRESSION !!

Visitor’s Perception

ChoiceConfusing Want to be there

OBJECTIVES

OBJECTIVES VISITORS ROLE

Common Objectives

Why are you here?- ‘cause it’s my turn!- Murphy was ill!- To network into a stupor!- Dunno?!

Common ObjectivesWhat is your objective?- “to survive”!- “to give away brochures”

OBJECTIVES

What are your objectives when exhibiting?

OBJECTIVES

LAUNCH IDEAS / SHOW NEW RANGE TEST MARKET PROMOTE IMAGE ASSESS COMPETITIONMEET SPECIFIC BUYERS

REAL OBJECTIVES 12 LEADS FOR FOLLOW UP 3 DIRECT SALES LOGGING 25 ENQUIRIES 18 APPOINTMENTS GENERATE PUBLICITY

In SummaryAgree ObjectivesClarify & Refine ObjectivesCommunicate them!

VISITOR RESEARCH1. What’s NEW / Latest2. Solutions to existing problems

1. Being Sold to2. Not knowing answers to visitor questions

KEY

INFLUENCE VISITORS AND IDENTIFY

POTENTIAL

Mechanics

UNIFORMSCLEAN & TIDY FUNCTIONALGIMMICKSBROCHURES

QUESTIONSHow familiar are you with our . . .What plans are you currently . . . How do you currently select . . .When would you be looking to . . .Where do you intend to apply our . . .

Remember

Activity over the days of the show equates to only a small % of your total results

FOLLOW UP

75

FOLLOW UP Name, Address, Tel No: Date for Follow Up Buying Process/Plan Budget Limits Competitors under Consideration Special Features Rating – Hot, Warm or Icy!

In SummaryAgree ObjectivesUtilise PR / e- Mail & Up Front PrepIdentify Prospects/BuyersEncourage them onto your standCapture Details Follow Up

QUESTIONS?For further tips on exhibiting or for a training menu visit

answers-group.comor

answerstraining.com

Tel: +44 (0)1252 845500