Generating Sales from Trade Shows

The quintessential article for generating sales from trade shows. Generating qualified leads and converting them into purchasers is the goal of each trade show exhibitor.

When it comes to the success of a trade show, selling or advertising your booth is a proactive idea. By selling, I mean advertising your company brand by sending current customers and prospectives a note or an email with your booth number, inviting them to stop by and pick up a small gift, participate in a giveaway, or take advantage of special show prices. Should they accept and want to buy from you at the show, it's a good idea to have a separate location (or at least a quiet spot in the back of the booth) where you can close the sale.

Trade show or group selling is slightly different than other sales methods, but it's not complicated. Sales fundamentals still apply: contact as many visitors as possible. The more attendees you encounter, the more potential qualified leads. Develop a short list of questions to quickly separate the serious from the browser. Focus on the buyers. Prepare a 30-second rundown of the benefits of using your products. Get contact information and then move on to the next prospect. Buyers are busy, too, and they'll appreciate your cordial efficiency.

Because trade shows pack a flurry of opportunity in a few days, you have less time to invest with each prospect. That means show pressure can be intense and the hours long. Be sure you're aptly staffed and rotate the group to keep them fresh. Upbeat staffers with stamina make good salespeople.

Should you be in the market for a new portable display booth, try looking at our impressive inventory options. Whether you need a portable banner stand, tabletop pop up exhibit, orbital truss display, or a fabric trade show booth, we can outfit your booth space to accent your business brand and make you stand head and shoulders above your competition. But, make sure you target potential and current customers well before the show to generate anticipation and increase your selling opportunities. Be proactive and you will reap the rewards desired.