How to sell at fairs and events

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Preparing to sell at trade shows and events is extremely important. After all the investment made in renting the space, designing the stand, hiring staff and producing the material, it is frustrating to arrive at an event and not reach the sales target (even if there is a target set). Check out some tips for offering good service at the stand and leaving the customer impressed and satisfied.

How to sell at fairs and events
Qualify opportunities
Quickly understanding who your visitor is is important for conducting customer service. It is frustrating for the attendant or salesperson to spend 20 minutes talking to a visitor and then jamaica whatsapp number database discovering that they do not have the profile or conditions to purchase your product or service. It is essential that your customer service team has a clear idea of ​​the profiles of customers that are interesting to the company, as well as a list of questions that will help identify the key criteria for the opportunity.

If your company does not yet have an effective pre-sales process, it is worth reading about Buyer Personas and qualification methods such as BANT and Spin Selling.

Special conditions
Discounts, installments, bonuses, etc. There are a number of options for creating special sales conditions during a trade show or other type of event. The important thing is that these conditions are genuine and truly exclusive to the period of the event. Show the potential customer that this is a unique opportunity for them to purchase a product or service that is advantageous to your business. If the visitor notices that the same promotion from the trade show is also available on the website, your company may be discredited, opening the way for the competition.

Invest in pre-event promotion of these special conditions to attract even more people to your stand.

Use the right words to engage the visitor
Ask some more direct questions that make the visitor think about a need. If you sell human resources management software, for example, how about starting by asking “How is your company’s employee management going?” instead of the traditional “Can I help you?”

Avoid yes or no questions. Identify the customer’s needs and obstacles and provide the right information about how your products or services can help. Listen carefully to the visitor, get as much information as possible and respond spontaneously and naturally, without sounding like you’re giving a memorized speech.

Serve the visitor quickly
Always have more than one qualified person at your booth. With so many options available at a trade show, visitors may soon become interested in another company and not even hear about your products or services. Remember that the customer's experience at the booth can determine their impression of your company, so be sure to provide excellent customer service.

Sales team behavior
Eating, talking to other salespeople while the customer waits, among other behaviors, show carelessness and lack of interest. The team must always be in good standing. All salespeople must be in uniform, clean, polite, friendly and, above all, always focused on the customer. They must always be the number one priority.