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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...

“Training and development of staff is key to the progress of any organisation. Vital Spark has developed bespoke individual training for our team members, which is ensuring that we are able to identify strengths and weaknesses of each team member thereby maximising an individual’s full potential within their natural communications styles.

The personal approach taken by Karen is rare in today’s climate and we are hopeful working long term with Karen on this approach with staff will support our company’s aims and objectives for the future.”

Hayward Medical Communications