4imprint, LLC

Visit us at 4imprint.com

Perfecting the soft sell
Check us out on:twitterYouTube

You only have attendees at your booth for a few brief moments, so it seems counterintuitive at a trade show to soft sell visitors. However, soft sell techniques have proven to be effective and are often more appealing to customers.Soft selling doesn’t mean being shy or reserved in your sales efforts, but it does require a more indirect and educational approach that shows you’re listening to your customers. It means being heartfelt, genuine and transparent in nature and often necessitates as much training as hard-sell methods.Because consumers have become increasingly savvy, and their use of social media has provided further insight into products or companies, soft selling’s educational and value-added approach has made its way onto the trade show floor. It’s no longer only about trying to seal the deal on-the-spot, but it’s about building relationships that lead to stronger customer loyalties and potential product innovations. Here are a few ideas to improve your soft sell techniques:

Listen and ask questions
When meeting new booth visitors, start by getting to know them. Learn about what they are seeking and how you may assist them. A typical approach is to dive in and begin talking about your product or service, but by engaging customers in conversations about their needs, you’ll understand how best to assist them. Ask questions about their customers, products or services. Try to ascertain what problem they have that you can solve – directly or indirectly.

Meet their needs
Once you’ve engaged your customers and identified their problems, seek to solve their issues. Much can be gained by listening and acting based on customers’ input. From product enhancements to new innovations, it may be possible to solve their needs while capitalizing on otherwise unknown opportunities. Keep logo’d Mini Helix Combo notepads and pens within reach to take notes during your conversations as it reinforces the message that their needs will be remembered and addressed.

Provide resources
Your conversations are an opportunity to educate customers about your product or service by showcasing the features that address their issues. In addition to pointing out these features, offer resources through your promotional material and giveaways. Use them as educational opportunities to reinforce the conversations. Consider Compact Tool Kits to symbolize your commitment to making it right for your customers, or Ultra Slim Totes that offer support and a solution to their loaded arms.

Ensure that customers leave with your contact information. Go the extra mile and include social media channels where they can connect with you, such as Twitter® or LinkedInSM accounts.

Follow up
After having developed an initial foundation with your visitors, make sure to follow up. If they’ve provided their Twitter or LinkedIn accounts, follow them and continue to engage them in conversations online. Also send The Good Life Series Book – Thanks – as a way to reinforce your appreciation for their time and a personal note that speaks to your face-to-face conversation during the trade show.

Perfecting the art of the soft sell can lead to customers that value your product and service and look to you to answer their needs. It’s a process that involves listening and educating rather than “telling,” and it values relationships and two-way dialogue versus the quick sell. If you can adopt some of these tactics during your trade show presence, you will enhance the customer experience and your bottom line.

American Diabetes Month
Aviation History Month
Epilepsy Awareness Month
Family Stories Month
Lung Cancer Awareness Month
Military Family Appreciation Month
National Adoption Month
National Alzheimer’s Disease Month
National Georgia Pecan Month
National Home Care & Hospice Month
National Life Writing Month
National Long-Term Care Awareness Month
National Novel Writing Month
National Peanut Butter Lovers Month
National Roasting Month
Prematurity Awareness Month
National Animal Shelter Appreciation Week: 1-7
World Communication Week: 1-7
Pursuit of Happiness Week: 8-14
Fraud Awareness Week: 8-15
National Young Reader’s Week: 9-15
World Kindness Week: 9-16
American Education Week: 15-21
National Family Week: 22-28
National Game & Puzzle Week: 22-28
National Teens Don’t Text and Drive Week: 22-28
Better Conversation Week: 23-29
1: All Saints’ Day
1: Daylight Saving Time Ends
1: National Authors’ Day
2: Cookie Monster Day
3: Cliché Day
3: Sandwich Day
4: Use Your Common Sense Day
5: National Men Make Dinner Day
7: International Tongue Twister Day
7: National Bittersweet Chocolate with Almonds Day
8: Cook Something Bold and Pungent Day
8: National Parents As Teachers Day
10: Area Code Day
10: Marine Corps Day
11: National Young Reader’s Day
11: Veterans Day
13: Guinness World Record Day
13: World Kindness Day
14: World Diabetes Day
15: America Recycles Day
15: National Bundt (pan) Day
17: Homemade Bread Day
18: Mickey Mouse Day
18: Push-button Phone Day
18: National Education Support Professionals Day
19: Great American Smokeout
19: Use Less Stuff Day
20: Children’s Day
20: Name Your PC Day
21: World Hello Day
21: National Adoption Day
21: National Family Volunteer Day
22: Humane Society Anniversary Day
24: Celebrate Your Unique Talent Day
26: Thanksgiving Day
27: Black Friday
27: Flossing Day
29: Electronic Greetings Day
30: Computer Security Day
30: Stay Home Because You’re Well Day
Bingo’s Birthday Month
National Write A Business Plan Month
National Tie Month
Rising Star Month
Safe Toys and Gifts Month
Universal Human Rights Month
Cookie Cutter Week: 1-7
Tolerance Week: 1-7
Recipe Greetings For The Holidays Week: 1-8
Operations Santa Paws Week: 1-19
National Hand Washing Awareness Week: 6-12
Human Rights Week: 10-17
Hanukkah: 12-19
It’s About Time Week: 25-31
Kwanzaa: 26-1/1
1: World Aids Day
2: Special Education Day
3: International Day of Disabled Persons
6: Coats & Toys for Kid Day
6: Miners’ Day
6: St. Nicholas Day
7: National Pearl Harbor Remembrance Day
7: National Cotton Candy Day
10: Human Rights Day
15: Bill of Rights Day
16: National Chocolate Covered Anything Day
17: National Re-gifting Day
18: Underdog Day
21: Humbug Day
21: Winter Solstice
24: Christmas Eve
25: Christmas
26: Boxing Day
26; National Candy Cane Day
29: Tick Tock Day
Submit your review

Create your own review

Average rating:  
 0 reviews

Hot Products

Shop 4imprint's Hottest Products!

Shop Now

Sale Products

Shop 4imprint's Sale Products!

Shop Now

New Products

Shop 4imprint's Newest Products!

Shop Now

Leave a Comment

Your email address will not be published. Required fields are marked *