exhibitor day p&m naudi
TRANSCRIPT
EXHIBITOR DAY
Simon NaudiCEO
Answers Training International Ltd
Agenda
•Before•During•After•Questions
Visitor’s PerceptionFIRST IMPRESSIONS COUNT!
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First Impressions
YOU HAVE 12 SECONDS TO INFLUENCE YOUR VISITORS’ FIRST IMPRESSION !!
Visitor’s Perception
ChoiceConfusing Want to be there
OBJECTIVES
OBJECTIVES VISITORS ROLE
Common Objectives
Why are you here?- ‘cause it’s my turn!- Murphy was ill!- To network into a stupor!- Dunno?!
Common ObjectivesWhat is your objective?- “to survive”!- “to give away brochures”
OBJECTIVES
What are your objectives when exhibiting?
OBJECTIVES
LAUNCH IDEAS / SHOW NEW RANGE TEST MARKET PROMOTE IMAGE ASSESS COMPETITIONMEET SPECIFIC BUYERS
REAL OBJECTIVES 12 LEADS FOR FOLLOW UP 3 DIRECT SALES LOGGING 25 ENQUIRIES 18 APPOINTMENTS GENERATE PUBLICITY
In SummaryAgree ObjectivesClarify & Refine ObjectivesCommunicate them!
VISITOR RESEARCH1. What’s NEW / Latest2. Solutions to existing problems
1. Being Sold to2. Not knowing answers to visitor questions
KEY
INFLUENCE VISITORS AND IDENTIFY
POTENTIAL
Mechanics
UNIFORMSCLEAN & TIDY FUNCTIONALGIMMICKSBROCHURES
QUESTIONSHow familiar are you with our . . .What plans are you currently . . . How do you currently select . . .When would you be looking to . . .Where do you intend to apply our . . .
Remember
Activity over the days of the show equates to only a small % of your total results
FOLLOW UP
75
FOLLOW UP Name, Address, Tel No: Date for Follow Up Buying Process/Plan Budget Limits Competitors under Consideration Special Features Rating – Hot, Warm or Icy!
In SummaryAgree ObjectivesUtilise PR / e- Mail & Up Front PrepIdentify Prospects/BuyersEncourage them onto your standCapture Details Follow Up
QUESTIONS?For further tips on exhibiting or for a training menu visit
answers-group.comor
answerstraining.com
Tel: +44 (0)1252 845500