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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...

“Delighted with the course; highly recommended. Karen is very professional, enthusiastic, and dedicated. The management training programme was informative, interactive and packed with great tips and techniques. It was also a lot of fun and has given me a lot to bring to the workplace.”

Carl Ryan, Office Manager, Eazipay Ltd


 

“I can fully recommend Karen and Vital Sparks. Following both the coaching and leadership courses I attended, I left fully energised, confident and empowered to put my new skills into practice. Karen’s boundless energy and enthusiasm make her courses a joy to attend and a positive and fun learning environment.  Top marks and fully recommended.”

Marketing Manager, Veterinary Pharmaceutical Company


 

“I have no hesitation in recommending Vital Spark. The practical exercises were fun and I’ve benefited greatly from each one. I found the whole course to be very interesting and can now approach my staff with confidence in a way that will work for all. Karen was informative, open and approachable.”

Martin Wenn, Operations Manager, Eazipay Ltd