Hints & Tips When Exhibiting At Events.
1 - Pitch Perfect
Everyone on your stand should know the elevator pitch. The pitch should be delivered consistantly and confidently. Practice makes perfect.
2 - Ask Questions
Have a set of key questions to ask people who stop at your stand - "Hi, what attracted you to this type of event? How does this event compare to others you have been to? Whats the best coffee/beer stand you've found? This can help break the ice for new visitors and a chance for you to gauge initial interest.
3 - Qualify Prospects
Your time is precious, so dont waste it on pitching to the wrong people. As you would do in your typical sales proccess, it's all about qualifying to make sure they are right for you and your product/service. Once qualified, make sure you take contact details (some events enable you to scan their badge to gain credentials). Make a personel note on the person or better, get them into your CRM straight away ready for your killer follow up email.
领英推荐
4 - Demo Setup
If you need to demonstrate software, make sure your set-up is correct so that you can talk to the individual at the same time as demonstrating. If the event has poor WiFi, try to toggle into your mobile phone connectivity as a back up, and if all else failes, have key elements of your demo via a PDF or Powerpoint, you dont want internet troubles throwing you off your patter.
5 - Research
Check out the rest of the event, your competition, and peers. This not only helps you position yourself to separate your product/solution from competitors, but also to help advise people who visit your stand on what else they should see. When qualifying a prospect, you might be able to help them navigate to another stand to find the solution they are looking for. - think karma!
Have questions or feedback? Let us know.
Driving Strategic Partnerships @ Taskrabbit
2 年Nice one Guy Adderley. Definitely suggest talking to as many people as possible - you might not talk to someone who you can sell to at that moment but you might learn new commercial insight that can be utilised in sales conversations later down the line or they may recommend you to someone who you can sell to… you just never know! ?? Secondly, if you have a stand and there’s a few of you going, make sure you alternate throughout the day so you can make time for panels and exploring the stands. A wise Ben Harris also once told me - voice note yourself quick follow up actions / notes from conversations with the name of the prospect so you can revisit the next day! Otherwise it tends to blur into one and writing it all down is looooong.
Chief Revenue Officer | PropTech Consultant | Startup Advisor
2 年As seasoned event pros, I'm keen to hear your tips? William Hulls Nick Fisher MRICS Abi Rendle Mike G.eorge Rob Maxwell
CEO of Trustek Group | Bridging the gap between property & technology
2 年Make sure the elevator pitch isn't the same time it takes to get to the top of the Burj Khalifa ??