More tips for a Successful Trade Show Exhibit

Here are a few more tips for a successful trade show exhibit.

Key #3 Ask questions. Get them talking about themselves and their ideas.  This shows your sincere interest in them and this is the basic foundation of the relationship.

Price and other objections melt away when someone feels a connection with you.  They feel they can trust you and your team to deliver the high quality and service that you offer.  This cannot be an act. You should be in business because you like people and you love to help them achieve their goals and dreams. Let that shine through. Show your concern and desire to make their business the best it can be.

The desire to give quality service needs to be more than a sales trick, it must continue right through to the last detail of your dealings with them. When you have delivered your product or service and they are highly satisfied, then you will succeed. Let your excellence and expertise shine from the first impression and you are off to a great start.  Continue on to a great finish and this will lead to more opportunities as your client raves to others about your excellence.  It’s not about the sale, it is about the satisfaction.

Key #4 Make it Fun: A trade show is like a carnival or a county fair. It is a fun and exciting place to be. There is music, food, friends, and fun all under one roof. Let the fun radiate in your attitude, business is serious business, yet it is for to be of service to clients and help them achieve their goals.  Be yourself. Be fun, playful, interested, considerate and full of great ideas on how your product or service can make them a success. Are they clients? Yes. Are they friends who you enjoy helping? YES, YES!

People can tell if you don’t really want to be at the trade show booth. Non-verbal communication plays a huge role in creating good impressions. Attendees are aware of what is going on. They are observing your body language. It if conveys that you don’t want to be at the show, or are too busy, tired and not very interested in engaging with attendees, or it looks like you are just going through the motions, they’ll pick up on that and go elsewhere.

Key #5 Demonstrate Product Knowledge: Show that you know what you are talking about, don’t just rattle off statistics. You have asked a few questions and then show how your product or service would be a good match for what they are planning. Have a firm confidence in your skill and ability to deliver. Yet the main ingredient that is more important than knowledge is – building a relationship.

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Keys to a Successful Trade Show

Here are more Keys to having a Successful Trade Show. By: Norm Barnhart

Key #6 Demonstrate Adaptability: Being easy going and flexible is a skill that is hard to demonstrate. You may have a few pictures or examples of how you were able to adapt and help a client.  When planning your trade show booth consider having a folder of photos or letters of reference handy to demonstrate this if needed.

Key #7 Take Good Care of Yourself.  It is tiring to be on your feet all day doing a trade show. Don’t let it stress you out. It’s fun to meet people and talk about what you can do for them. Don’t worry about it, get a good night sleep the night before and make it fun. Take breaks.  Drink lots of water, have some healthy snacks like grapes handy for your breaks.

Key #8 Collect Contact Information and Follow Up. You want to stay in touch with the client via an occasional card or e-mail. You can gather information by having a door prize when they fill out a form or give you their card. Do not just hand them a brochure or card and hope they will get back. Also be sure to take advantage of the swiping of badges and use that information to stay in touch with potential clients.

Send a friendly reminder about your service or product a week after the trade show. Write a note that says something like, “It was nice to meet you at the XYZ Show. I hope your plans are coming along good. Please call if I can be of service.” If you have collected even more information, you can personalize it even more. Do another follow-up with a flyer and note 2 weeks later.  Your interest in them and concern for their success will continue to impress them and show your good will.

Key #9 Be A Trusted Friend and Advisor. This is your goal. Consulting and advising is much more fun than “selling” something. You can show the Trade Show attendees how your skills, relationship style and personality will come alongside and blend with theirs.  Many people make decisions based on a gut feeling. Just be yourself. Be someone they would enjoy doing business with. This is all they need from you and it is the reason you do what you do. You are the expert. People enjoy being treated with special interest.

You are someone they can consult with to make their special day memorable and pleasant. You are there to help take away the worries and stress. They can see that they can trust your judgment and skills to make their wedding the special day it needs to be. What you are selling is you.  Remember, it is hard to sell, but easy to consult.

–   Norm Barnhart is a speaker and consultant at InspireBiz.com. He is a motivational keynote speaker and trainer who helps businesses excel in service and teamwork. He is from the Twin Cities of Minneapolis and St. Paul. He also takes messages about company products or services and tailors an attention grabbing trade show routine that draws people in to the booth and conveys the message in a fun and memorable way. His eye catching illusions can make trade show presentations magical.

Minnesota Motivational Speaker

Salute your staff with a dynamic presentation that leaves them laughing and thinking. Norm presents a motivational keynote that many corporate and civic groups have enjoyed. Topics covered include keeping a positive mental attitude, creativity and problem solving, humor in the workplace, and teamwork.

Norm also speaks on finding the joy in customer service for staff development and team building.

Many civic groups and volunteer organizations have invited Norm to salute their team at award banquets and other special recognition events. It is a fun way to motivate and encourage. Learn more at: InspireBiz.com.

Last year, Norm made 4 appearances for a hearing aid developer. He enjoyed traveling and speaking to groups in Austin, TX, Boston, MA, Orlando, LF and Minneapolis, MN. He also recently appeared for a sales and marketing staff of a Minnesota plastics manufacturer.  He loves to entertain as he educates with his comedy and eye catching illusions.

Welcome to Inspire Biz News

Clean Comedian and Keynote Speaker Norm Barnhart

The purpose of this site is to give you helpful and inspirational information to make your business better. You will find articles on Teamwork, Customer Service, Sales, Marketing and Trade Shows. I hope you find these creative solutions to be of assistance to your business.

Learn more about how a fun and eye catching Motivational Speaker will help to build your team at  InspireBiz.com.

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