This 10-point guide provides tips for successful sales of exhibits, sponsorships, and advertising at associations. The tips include knowing your products, audiences, and prospects inside and out; targeting low hanging fruit opportunities first; creating a strong media kit; developing partners rather than just purchasers; thinking creatively and creating a sense of urgency; marketing aggressively but respectfully; making it easy for prospects to say yes; trusting salespeople; and keeping the sales process simple.

1. 10 Tips to Successful Exhibit,
Sponsorship or Advertising Sales
at Your Association
Scott Oser
Scott Oser Associates

2. 1. Know your product(s) and
audience(s) inside and out

3. 2. Know your prospects and their
needs

4. 3. Hit the low hanging fruit first
and often

5. 4. Create a strong media/sales kit

6. 5. Develop partners, not
purchasers

7. 6. Think creatively and create
urgency in your offers

8. 7. Market aggressively but
respectfully

9. 8. Make saying yes easy or try
not to say no

10. 9. Trust your salespeople

11. 10.Keep things simple