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Making the Most of Exhibitions

Making the most of exhibitions

Making the Most of Exhibitions Workshop

  • Objectives of workshop
  • Ice breaker
  • The importance of trade shows to your company – pre-work and discuss

Pre-show preparation:

  • Who, where, what, and when?
  • Understand company SMART objectives/deliverables for the show

Personal Preparation

  • Prepare for physical issues
  • Know the answers to ‘common questions’
  • Clothing/uniform importance
  • Maintaining professionalism even when tired!
  • Setting personal targets

Golden Rules of Trade shows and Stand Etiquette

  • Don’ts of trade shows – workgroups and discuss
  • Do’s of trade shows – workgroups and discuss
  • Managing the stands – tips (based loosely on the pre-show above)

Engaging with Customers

  • Welcoming customers and encouraging them on the stand
  • Using the stand “hook” and move conversation towards product and a commitment for next steps/order
  • Engaging with clients/potential clients – use of probing and open questions
  • Listening
  • Developing rapport
  • Body language do’s and don’ts with exercises linked to listening
  • Selling Benefits not Features!
  • Using literature effectively
  • Passing visitors on smoothly to colleagues (mini role play)
  • Identify ‘time wasters’ and how to handle them politely
  • Managing competitors on and off the stand
  • Gaining commitment/closing/confirming next action
  • Following up leads
  • Summary key learnings
  • Action plans all

What our customers said

“Karen has industry knowledge and experience, and the pace was great with a good mix between theory and practical”

G, Veterinary Pharmaceutical company

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What our clients say...

“I’d just like to thank you for your amazing work last week, after spending four days putting my training into action, I’ve had a most successful week. What an enormous difference a few strategically placed questions to certain people make”.

Territory manager for Agricultural wholesaler

“Great person to work with, would recommend her services any day. Certainly opened my eyes to various techniques that have given me more confidence when approaching people, and the ability to turn this into sales.”

Naomi Jarman