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WOMENS SHOW SERIESMAKING SHOWS SELLThis presentation includes an audio component. Please turn up the volume on your computer. Click your mouse or the space bar to advance to the next slide.

PRESENTATION # 11PRESENTATION # 1

WOMENS SHOW SERIESMAKING SHOWS SELL

2Selling is what shows are all about. But selling at shows is different. Its different because the prospect comes to you. Its different because you have a limited amount of time. And its different because for most exhibitors, your competition is also there selling to the same prospects.

So understanding the ins and outs of selling at shows is key to your success.MAKING SHOWS SELLThe Seven Ps of Successful Shows:

PriceProductPre-Promotion PresentationPersonalityProfessionalismPost-Show Follow Through

Before getting into selling, its important to understand the seven Ps to have a successful show. Heres how I explain the seven Ps: Lets say weve had a tremendous turnout for the show. The majority of exhibitors have done well. But one exhibitor comes up and says You know, for some reason, we did not do that well. When that happens, its normally because they have had trouble with one or more of these Ps.

The first two, price and product, Im not going to be able to help you with. Needless to say, if your product is not what people want, or your price is unreasonable, youre not going to do well.

Pre-promotion is letting customers and prospects know that you are going to be at the show. This will be covered in the presentation Creating Awareness.

Presentation is your exhibit the look, color, design and impact. This is covered in Great Exhibit Design and Creating Visual Impact.

Personality and Professionalism are your sales people. These are covered in Successful Staff.

And post-show follow through is just that. Following up with potential customers you spoke with at the show.

3MAKING SHOWS SELLThe QUICK Method of Selling:

Qualify

Ive found that the QUICK method of selling at shows is the simplest and easiest to remember.

It starts out with Qualify.4MAKING SHOWS SELL

6Everyone would love a new Wii Fit Plus or the latest electronics. But not everyone can afford it. So the salespersons job is to ask questions that will let help to determine if hes got a potential customer, or a dreamer.

In a traditional sales approach, the sales person is supposed to ask open ended questions let the prospect do the talking.

At a show, you dont have the luxury of time. Are you in the market for new television or system? Yes or no.MAKING SHOWS SELLThe QUICK Method of Selling:

QualifyUnderstand why they are there

Once you establish if this person is a potential customer, then you let them talk. You want to understand why theyve stopped at your exhibit. Are they looking for a new system? Are they replacing an old system? What do they need?7MAKING SHOWS SELLWhy do people come?

New productsGreat BuysIdeas Information And FUN!

8To better understand why people are there, its important to know why people come to the Womens Shows. Weve asked many times, and we always get the same answers. New Products Great Buys Ideas and Information and FUN.

MAKING SHOWS SELLThe QUICK Method of Selling:

QualifyUnderstand why they are thereIdentify how you can help

So the I in quick is to identify how you can help.

9MAKING SHOWS SELL

10Your exhibit should showcase the latest models with great pricing. Then, its your job to provide the ideas and the information and interaction. In other words, its your job to be enthusiastic, to solve problems, to make sure the potential customer knows they are dealing with someone who knows what they are talking about. Thats your real mission during the identification process.

MAKING SHOWS SELLThe QUICK Method of Selling:

QualifyUnderstand why they are thereIdentify how you can helpCreate an action plan

Once you have determined how you can help, the next step is to create a plan of action.

Im going to call you. Im going to come see you. Im going to send you more details. Im going to do something.11MAKING SHOWS SELLThe QUICK Method of Selling:

QualifyUnderstand why they are thereIdentify how you can helpCreate an action planKick them out

And the next step is to kick them out. Move on to the next prospect. Again, it needs to be done in a professional way, but its time to start the process over with the next person.

Thats the first presentation. In the second presentation, Successful Staff, Ill incorporate the QUICK method of selling into ideas and methods for getting your salespeople prepared for the show.12