Top 10 Reasons For Not Getting Sales at Trade Shows
Bartizan Connects • 217 Riverdale Ave. • Yonkers, NY 10705 • Toll Free: (800) 899-2278 • [email protected] • www.bartizan.com
#10 You didn’t do any pre show marketing.
• Send eBlasts to the preshow mailing list inviting them to your booth.• Announce it on your website, blogs, twitter page, facebook page and LinkedIn
groups. • Release a free press release about your participation at the show. There are
plenty of free press release distribution sites like freepressrelease.com. • Use direct mail in a creative way. • Your salespeople should contact local prospects to set up appointments and see if
they are attending your industry show.
Bartizan Connects • 217 Riverdale Ave. • Yonkers, NY 10705 • Toll Free: (800) 899-2278 • [email protected] • www.bartizan.com
#9 People look at your booth and ask, “What is it you do?”
• If your booth display and signage does not grab people’s attention, and represent what you sell – people won’t know to stop at your booth.
• Your sign should say more than just your company name. It should also explain what your company sells and its key benefits.
Bartizan Connects • 217 Riverdale Ave. • Yonkers, NY 10705 • Toll Free: (800) 899-2278 • [email protected] • www.bartizan.com
•Booth staff should be trained with talking points and sales messages and be informed of objectives.
•For example: to introduce a new product or get new orders for existing products.
•Booth staff should be able to demo your product – effortlessly.
Scenario: A booth visitor looks around helplessly to find someone who can answer her questions…but the booth staff is making phone calls, talking with one another or away to get a snack.
#8 Snacking on the job
Bartizan Connects • 217 Riverdale Ave. • Yonkers, NY 10705 • Toll Free: (800) 899-2278 • [email protected] • www.bartizan.com
#7 Quick Getaway
The exhibit hall doesn’t close for another 10 minutes, but your booth staff has already made a break for
it…and here comes another prospect…
How many times have you seen this before a show
is over?
Bartizan Connects • 217 Riverdale Ave. • Yonkers, NY 10705 • Toll Free: (800) 899-2278 • [email protected] • www.bartizan.com
#6 Wrong show for your business.
• Don’t just exhibit at a show because it sounds like it would be appropriate for your business.
• Get the hard facts on attendee demographics and numbers. Make sure a large percentage of the attendees are similar to your typical customer.
• Do a cost analysis to see if it is worthwhile.
Bartizan Connects • 217 Riverdale Ave. • Yonkers, NY 10705 • Toll Free: (800) 899-2278 • [email protected] • www.bartizan.com
#5 Your booth looks like a picnic area.
• Booth should be free of clutter and maintain a professional and welcoming appearance.
• Staff can take breaks to eat and drink outside of the booth.
Bartizan Connects • 217 Riverdale Ave. • Yonkers, NY 10705 • Toll Free: (800) 899-2278 • [email protected] • www.bartizan.com
#4 Members of your staff are all nursing hangovers – and it shows.
• It is expected that you attend networking events – but getting too drunk with potential prospects (or worse..your competitors) doesn’t leave a great impression.
• You’ll be too tired to give good sales pitches at the booth the next morning – easy does it!
Bartizan Connects • 217 Riverdale Ave. • Yonkers, NY 10705 • Toll Free: (800) 899-2278 • [email protected] • www.bartizan.com
#3 Everyone on your staff is busy with email.
Do Not Use Lead Retrieval
Booth visitors should be the priority.
Bartizan Connects • 217 Riverdale Ave. • Yonkers, NY 10705 • Toll Free: (800) 899-2278 • [email protected] • www.bartizan.com
#2 “Leads” consist of notes scribbled on the back of business cards.
• Not everyone at a trade show is a prospect. Don’t focus on lead counts, focus lead quality.
• Not all leads are created equal. Need to determine weather the lead is hot, warm or cold. This is accomplished by having a conversation with booth visitors – not just scanning random peoples badges.
• Leads captures should have qualifiers and notes so you remember the interaction. Gathering critical information about each potential customer’s needs will make your post-show lead follow-ups much easier.
• Don’t forget to capture leads at parties, dinners and luncheons during the tradeshow too.
Scenario: You rented the lead retrieval at the show but you don’t know how to use it – instead you scan everyone that walks by without talking with them.
Bartizan Connects • 217 Riverdale Ave. • Yonkers, NY 10705 • Toll Free: (800) 899-2278 • [email protected] • www.bartizan.com
#1 “Leads” consist of notes scribbled on the back of business cards.
• You should use the lead retrieval offered by show management.
• Lead retrieval captures attendees full registration data – this is much more info than what is on a business card. It includes purchasing authority, buying timeline, company size as well as other useful data.
• Don’t blow your budget on tschotskes before getting lead retrieval – you exhibit at shows to gather leads, not giveaway pens.
• Manage leads in a quick, digital way.• Never lose a lead by dropping a business card.• Salespeople back at the office can follow up on
leads while you’re still at the show.
Bartizan Connects • 217 Riverdale Ave. • Yonkers, NY 10705 • Toll Free: (800) 899-2278 • [email protected] • www.bartizan.com
In Conclusion
Use Lead Retrieval
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