Exhibition Sales Success: The Right Selling Arguments
Exhibition sales success depends on a variety of factors. Skilled sales staff, deep customer knowledge and supporting technology are considered as key elements for successful sales in the exhibition industry.
If you have the right arguments at hand, it will be much easier to convince clients to re-book the show or even win new exhibitors.
Try to demonstrate your exhibitors their potential exhibition ROI as accurately as possible. You should be able to rely on compelling data and make sure your sales teams have the information ready when they need it. No matter if they are travelling or in the office.
Your Exhibition Sales Success Checklist
Here's an exhibition sales success checklist with relevant client questions you should be able to answer:
- Who else will exhibit and attend the show? Who will hold a presentation, workshop or panel discussion?
- Will your clients be able to meet their existing and prospective clients or any other industry partners that could be important to them?
- Will your clients' competitors be there? If so, where will their stand be located?
- Do you have exhibitor lists of past events available?
When it comes to name dropping, it is important to talk about people that are relevant to your clients, depending on their industry and field of expertise. This might include competitors, but also peers and market collaborators.
- How many visitors attended your past events?
- How many exhibitors did you have in the past?
- Can you provide data about views/visits of online exhibitor profiles?
Numbers are powerful when it comes to closing a deal. Is your show growing? Has the number of visitors and exhibitors increased over the years? Use these statistics as selling arguments.
- Do you have floor plans of past shows available?
- Are you able to show live views of your floor plan?
Nothing beats visual. By highlighting available spots in the live floor plan and demonstrating why you recommend a certain space, you can give your potential exhibitors a much more accurate picture of the show layout. Simply show your clients what the floor plan looks like – where their competitors are, their industry peers – and all the other people they care about. You could even go one step further and create proposals instantly with suggestions and send them directly from the floor plan.
Is there anything else you would add to your personal exhibition sales success checklist? Feel free to leave a comment and let us know what you think is essential to convince clients to exhibit at your show.
Webinar for exhibition sales professionals (EU):
Learn how to close deals faster and how to manage your exhibition sales pipeline stress free.
Tue, Apr 5, 2016 3:00 PM - 3:45 PM CEST (EU)
Register for free: http://bit.ly/smartnothard