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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...

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

G, Veterinary Pharmaceutical company