News and Information We’d Like You to Know
Is your main objective of exhibiting at a trade show to give away as many $.19 pens as possible? If so, you are missing out on a huge opportunity.
A trade show can be very rewarding if the proper planning, objectives and training are taken care of prior to attending. Think about why you’re going to the show and make sure everyone attending understands their roles and how to quickly qualify a lead through a short script or questionnaire. Your team should focus on your target attendees (decision-makers, probably), their budget, their existing solution and how your product or service can help them. Remember, your $.19 pen doesn’t sell your product — your team does.
After a lead is qualified, schedule a follow-up appointment or phone call. And finally, as a thank you for spending quality time, give them a valued gift that is *not* being handed out to everyone. This should be offered as a token of your appreciation for their time.