Booth Staff Training - The Trade Group
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Face to Face interaction is the #1 reason why buyers choose to attend trade shows. Learn how you and your exhibit staff can make lasting impressions that result in SALES. You’ll learn how to overcome these common complaints in this short, 30-minute session: “I’d rather be making sales calls at my desk.” “My feet hurt…I’m just gonna sit down for a bit.” “Must…check…emails…” “If I look at my shoes, maybe I won’t have to talk to this guy.” “We’re outta town…let’s party!” “How do I even know if these leads are any good?” And many more....
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Booth Staff Training - The Trade Group
- 3. Malcolm Gilvar • VP of Sales at TTG • 27 years of industry experience
- 5. Before We Get Started You can type questions in the sidebar at any time and we will try to answer as many as possible at the end of the webinar. Any we can’t get to live will be answered via email We will also be tweeting and answering questions via Twitter at #TTGWebinar The webinar will be availble on our webisite and the slides on Slideshare in the next few days
- 7. The Trade Show Opportunity 56% of Attendees rate trade shows as having the most value of any face to face marketing interactions. In person sales calls are a distant second at 26%
- 8. 48% of Exhibition leads don’t require a sales call to close The Trade Show Opportunity
- 9. 90% of trade show attendees use trade shows as their number one source of purchasing information. The Trade Show Opportunity
- 10. 57% of attendees will make a (show influenced) purchase decision within 12 months. The Trade Show Opportunity
- 11. 80% of visitors remember the exhibit based on booth staffers. Booth Staffing
- 12. Booth staff training can improve your performance by up to 36% Yet 52% admit to rarely or never traning their staff Only 1% employ professionals Leveraging the Trade Show Opportunity
- 14. Only 30% of those going to shows set objectives Goals & Objectives
- 15. Goals must be measurable and actionable Goals & Objectives
- 16. Goals are a generalization while Objectives are much more specific Goals & Objectives
- 17. Accountability For goals and objectives to be effective sales must be held accountable
- 18. Align tactics with goals and objectives The Trade Show Opportunity
- 19. Do’s & Don’ts
- 20. Wear your badge on your right side Be assertive Smile Thank them for visiting Listen Know your product Booth Staffing Do’s
- 21. Eat or drink Sit Read Chat with booth staff Leave booth unattended Use negative body language Booth Staffing Dont’s
- 28. Buyer and seller are outside of normal environment Trade Show Staff Challenges
- 29. It takes only 4.8 seconds for an attendee to pass a 10x10’ exhibit Trade Show Staff Challenges
- 30. You can meet up to 100 prospects a day Trade Show Staff Challenges
- 31. You only have 3-5 minutes for each pitch. Trade Show Staff Challenges
- 32. Staff is tired and wanes at certain points of the day Trade Show Staff Challenges
- 34. Selling is simple but not easy Selling is a skill To get better is to be more comfortable Confidence breeds confidence Why You Must Practice
- 35. The 4-Step Trade Show Process Engage Qualify Present Close
- 36. Build Rapport (Likeability) Learn What Badge Colors Mean Engaging Questions Elevator Speech Be YOU Engage
- 37. Goals are to determine QUICKLY if they are a potential BUYER. If not DISENGAGE. If they are ask questions and RANK them as an A, B, or C lead Qualify
- 38. Demonstrate or present your product or service based on the information you have gleaned during your qualification process Present
- 39. Close the sale Close the next step Collect their information Close
- 40. A Few Closing Thoughts Plan, Practice, Produce Hold your team accountable Measure your results daily Consider customized staff training Look for upcoming emails about Trade Group’s Tradeshow Quick Tips