Whether you attend trade shows to write business with your customers or just to showcase your amazing products, you are probably attending trade shows with the end goal of generating revenue at some point. For many, trade shows are the place to generate leads. Though this is the case, the methods used for hanging on to the leads generated and turning them into closed business is less than buttoned up. Studies show that roughly 70% of exhibitors do not follow any specific process or have a plan for follow up after the show. That means that money is being left on the table. Because trade shows can be some of the most expensive methods for generating leads, we want you to get the most bang for your buck. Here’s seven ways to avoid leaving money on the table after a trade show:
Your Modern Sales Studio
Whether you want to admit it or not, we all think about the service vs. reward, especially when investing in something to enhance business. Putting money into a marketing team is a big deal, especially for companies looking to grow. You may have this illusion that you’ll see immediate results, but after a few weeks that illusion is shattered when you realize you aren’t selling as fast as you’re spending money on marketing. Many see this as an indication of a problem, but it isn’t always. Let’s take a look at why this happens.
“I like to struggle every time I try to make a sale.”
-- No salesperson ever.
BEEP. BEEP. BEEP. BEEP. BANG! You hit the snooze button on your alarm clock, but in the back of your head you know that you have a full day of sales calls. Your last thought before you drift back to sleep is “I really should get up now...”
Manufacturers and Sales Reps are ever in the service of their customers. Delivering value to Retailers and end customers is the name of the game. But, according to a recent survey, some Manufacturers and Sales Reps don’t know their Retailers quite as well as they thought they did.
Brandwise, in partnership with Gifts & Decorative Accessories Magazine, surveyed a number Retailers in different industries. The findings were that Retailers are begging for four things to help them grow their business (and yours).
A few months ago I had the great honor of leading a breakout session at the annual Gift and Home Trade Association (GHTA) Conference in Nashville. When I was initially contacted by the breakout committee leader, Lindsay Darrah, she emphasized that this year the conference's breakout sessions needed to be extremely dynamic and offer key takeaways that conference attendees could actually put to use in their everyday lives and businesses. We discussed several topics on what might resonate with the audience but not overlap with other breakouts and decided that the topic of digital marketing was unique, exciting, and last but not least - actionable! Well folks, digital marketing just so happens to be a subject that is near and dear to my heart (in case you didn't know), so not only did I jump at the opportunity (literally - see slide 2) but I also had a ton of fun doing it!
Easy and Free Ways to Make Sure You're a Sales Rep In-The-Know and Not Out-of-the-Sale!
If you're a sales rep in the position to take an appointment with a retail buyer to present your line, then by now you should absolutely be able to consider yourself an expert on your particular product(s) and or line(s). You should know all the bells and whistles, main selling features, how this product addresses specific pain points or sales goals for your buyer, pricing and promotion strategies, and ordering information, to name a few. But do you know what your retail buyer might know beyond the basics?