|Trade Show Selling Strategies|
Tips for Success! Making the Main Thing the Main Thing
Written by Robyn T. Braley
The energy, passion and excitement of a great trade show make the medium a unique selling experience. They can be hot, cold, humid, dry and everything in between.
Some are loud while others are quiet. They can be a frenzy of selling and networking or … the alternative! Just the thought of empty aisles sends shivers of dread running up and down the spines of trade show veterans.
Trade show selling can be fun. Exhausting, but fun! My clients have exhibited in Louisville, Moscow, Las Vegas, Chicago, Calgary, Vancouver, Edmonton, Toronto, and points in between. Whether the show is large or small, the basic sales strategies are the same.
Goal SettingSuccess begins by setting realistic goals. We say ‘realistic’ because every show is different and requires a thorough assessment. Goals may include;
- Communicating brand relevance and meaning
- Positioning your company with the competition
- Shaping market attitudes and opinions about your brand
- Scouting the competition
- Profiling or demonstrating a product or service