Tricks of the Trade Show

It's time for your annual trade show, business fair, or convention. Hundreds of your customers, prospects, suppliers and competitors will be in the same town for 2-5 days. Nowhere else can you see such a concentration of people in your industry. What an opportunity!

Selling, prospecting, and relationship building possibilities are gargantuan-you have no time to waste! It's all about time, and the proper use of it. If 4,000 people will attend during the 3-day, 30 hour span; what should you do? What strategies and tactics should you follow? How will you maximize your time?

Nowhere else all year will you be able to see as many customers and prospects at one time. Many people go to conventions to just get away, or have a good time. This cannot be your primary objective! You need to be at 100% of your game from the minute you get on the plane until you wearily make your way back home from the airport. Here are some “tricks of the trade show” to have up your sleeve that will maximize your effectiveness and sales results.

These 18 points (tricks) will put more money in your pocket. You do want to make more money too don't you?

1. Be prepared. Have your presentation material ready and rehearsed before you depart.

2. Develop your game plan before you leave your office or home. Have a strategy for the show.

3. Stay in the main/best hotel. For a few extra dollars the payoff is big.

4. Get there a day early. You will be more relaxed and ready.

5. Target 10 customers. Build your key relationships.

6. Target 10 prospects. Connect. Build rapport.

7. Be the first to arrive and the last to leave every day. It gives you an edge.

8. Read badges fast. Stay alert for your people.

9. Be brief and to the point. Have a strong 60 second opener.

10. Diagnose buyer need and obtain information before you prescribe or sell anything.

11. Show how you solve problems. Focus on serving.

12. Get their contact info! Critical.

13. Close for a next step with hot leads. Don't drop the ball.

14. Have fun and be funny. Enthusiasm and humor are contagious.

15. Regroup at night and re-plan for the next day.

16. Limit your alcohol-this isn't the time to make an ass of yourself.

17. Get the list of all show attendees.

18. Have a great time! Don't press or appear pressured-it will show.

If you employ these “tricks of the trade show”-you will capitalize on the best sales contact opportunity and the most fun time that a salesperson can have in growing their business.