There are a wealth of benefits to exhibiting at a trade show. Most businesses already see exhibitions as an excellent way to raise the profile of their brand, and to make valuable network connections. However, what many companies are also starting to realize is that trade shows are also perfect opportunities to directly sell products to other businesses within their target demographic. A topic you can get some useful information on, below.
Ace your elevator pitch
Trade show or not, you should always have an elevator pitch on hand for your product. What is an elevator pitch you ask? Well, it's a short summary of what your product is, and why it's better than anyone else's. Of course, it needs to be so short that you could deliver it to someone that happens to get on the same elevator ride with you.
Indeed, such a short, succinct and effective pitch is essential for trade shows, because you will meet a lot of people, but only for a small amount of time. Therefore you need to be able to convey all the vital information that will succinctly impact their buying decision.
There are plenty of elevator pitch templates online you can follow too. Although just make sure that yours includes mention of aspects such as:
- Target customer
- Customer need
- Product name
- Market category
- One benefit you provide over your competition
Invest in an impressive stand
You stand for everything when it comes to making sales at a trade event. Indeed, it is what will attract potential customers to you in the first place, as well as the location where they will be able to browse your merchandise and see it in action.
With that in mind, it is vital to invest in two things. The first is content that will attract your target audience. This needs to be designed to make sure enough potential customers come and spend time at your stand. The good news is that there are plenty of tactics you can try here including freebies, interactive presentations, tutorials, and even using elements of fun like physical and digital games with VR.
Also, when it comes to your stand, a few posters and a tablecloth just aren't going to cut it. Instead, it's best to invest in customized merch trade show shelving that specifically suits your needs. Then you can be sure that your products will be shown off in the most impressive way possible, and you will have customers falling over themselves to make a purchase.
Network for sales
Just because you have your products with you to sell right there and then, doesn't mean that you should ignore the value of networking at a trade show. Indeed, networking is all about making longer-term connections that you can leverage to sell more products in the future, so is a very valuable opportunity to tap.
To that end, be sure not to go too far with the hard-sell techniques and ensure that you take the details of people that you can connect with online later.
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