Offering the perfect product – Selling at trade shows
Are trade shows effective? This has got to be the first thing that comes to mind to trade shows attendees. The important fact is that organizers themselves know the statistics. Organizing trade shows entails careful planning to achieve the desired marketing strategies. Selling at trade shows is another thing. For one, trade shows organizers’ concern is to invite and fill the venue with consumers and industry professionals. Companies selling at trade shows, however, need to get back (in triples if possible) their investments in the whole duration of trade shows.
The Center for Exhibit Industry Research reported that around 90% of attendees are planning a purchase within the following 12 months. In addition, about 80% of attendees who represent their companies are the decision-makers. Additionally, 30% of trade shows attendees have a strong positive outlook toward your product. The 75% attendees of trade shows are looking for prospect suppliers and purchase a product or more. Lastly, 26% of trade shows attendees actually purchase products in the fair.
If you’re a prospect attendee in a trade show, selling at trade shows will be the stepping-stones to your success.
Hundreds of companies, manufacturers, and retailers participate in trade shows. Attractive booths are one aspect of effectively selling at trade shows, but most of all you need to catch the interest of the consumers and be straightforward. Attention spans in trade shows are short so it’s important to explain immediately how your product or service will benefit customers.
Next, trade shows attendees expect to find something worthwhile like the latest innovations of a particular industry. Greeting a customer formally and if possible call them by their names (if they have name badges). This establishes a friendly but business-like approach to selling at trade shows.
Although it’s nice to be friendly with every consumer who passes by your booth, it’s more important to qualify your prospects, in selling at trade shows, immediately to avoid spending too much time on a customer who isn’t responsible for or capable in purchasing your product/service. This can be possible by asking probing questions to a customer – the kind that requires them to answer more than a yes/no. This will help you determine their problem/concerns, thus, allowing you to offer a solution when you’re selling at trade shows.
In addition, after knowing “who” your customers are, make sure that future contacts are established. Trade shows only serve as product samplings – the real things and in-bulk purchases should ensue after the fair. Giving out perks during trade shows is common such as free-shipping (or what have you), although, make sure these are only effective during the trade show to avoid shouldering a huge amount on freight for bulk orders.
Local and international trade shows are happening every month so that there is a big opportunity for any company to engage business in a broad market of consumers. But the most important thing is to make profits by offering infallible solutions to the various needs of consumers.