|Did you know that four out of five people walking the trade show floor have buying authority? And that approximately half of all attendees intend on buying one or more products on exhibit within 12 months of the show? This makes the trade show floor an optimal environment for both selling and relationship building.Were you also aware that, according to an article published by the Tradeshow Network Marketing Group, today’s trade show visitors arrive with more knowledge, are further along in the sales cycles, and seek to be engaged in the procurement they seek? Or, that research indicates these sophisticated attendees detest pushy sales people?If not, then this e-newsletter will offer help by providing tips on striking a balance between being too pushy and being consultative on the sales floor as well as follow-up strategies. Keep reading to find out more.Show the love—not the money|
Before trying to close a sale, review the following relationship-building and follow-up strategies. They’ll demonstrate to your customers you’re all about showing the love and not just sealing the deal.
Being in sales doesn’t mean you have to be pushy or intrusive. In fact, research shows that for most buyers today, it’s quite the turn off. Try one of the strategies above and see how it works for you. Even if you don’t make the sale right away, you may build a relationship that could get you one in the future. Good luck!
Thimmesch, Mike. “16 Powerful Stats on the Value of Trade Shows.” TSNN Trade Show News. N.p., 17 Aug. 2013. Web. Retrieved 12 Feb. 2015.
“All-Show Averages.” Exhibit Surveys. N.p., n.d. Web. Retrieved 01 Mar. 2015.
“Is Your Booth Staff Ready for an Attitude Adjustment?” The Tradeshow Network Marketing Group. N.p., 02 Apr. 2014. Web. Retrieved 13 Feb. 2015.
Deeb, Carol. “How to Do Well in Sales without Being Pushy.” Small Business. N.p., n.d. Web. Retrieved 13 Feb. 2015.
Pavli, Matthew. “How to Follow Up Sales Leads Without Hard Selling.” TSNN Trade Show News. N.p., 02 Nov. 2014. Web. Retrieved 13 Feb. 2015.