High performance in fairs and exhibitions (II)
During The Fairs and Exhibitions
* Be on time at the opening of the booth. Every morning. Delaying the opening of the stand means, apart from a deserved penalty incurred by the organization, losing potential customers, in addition to an image unreliable.
* Attitude impeccable. Attentive to all. This is the watchword. Make groups in Booth to talk or get to read, is counterproductive and discourages visitors.
* Establish strategies. We must call attention. If we have a booth, we need to know to use it. A good technique is to capture relevant public fanfare to announce our latest products is also interesting scheduling product demonstrations at specific times.
* Empathize with your visitors: we are people who work for people, we tell the difference!
* Avoid crowded places. Over twenty minutes in front of the booth, bored anyone. We must strive to be diligent and “get to the point” to prevent customers bypassing potentially important.
* Select Visitors. Be a little selective and distinguish between the visitor interested and barely accumulating interest brochures. This saves costs and time.
* Organize: schedules and shifts of food, logistics service, etc.
* Avoid common mistakes in a stand: Open late, “assault” to visitors, help in times of fatigue, being too aggressive, form groups, sit, read at the booth, show a hurry before the visitor, shared documents without discretion, close hours before (especially the last day) …
* Try: Use extreme courtesy, show enthusiasm, be familiar with the product, customer interest, look into his eyes, smile …
* Collect data. Indispensable contact sheets with data from the client or visitor. They are the basis for subsequent monitoring. Do not forget to ask for the card.
* Contact the office. The world keeps moving. Call the office to find out as they continue to serve orders and sales, and if there are any unforeseen solve.
After The Fairs and Exhibitions
• And Now What?: Please note, the fair is not over yet. This is the point where many exhibitors fail and undo all the economic and personal effort invested in the Fair.
· Customer. First. We need to work warm. Send a personalized thank you letter after the visit to the stand can be very effective. And much more if you get back from the Fair. Makes an impression of effectiveness.
· Orders outside. Do not take more than two days before sending the orders we’ve closed Fair. This new customer loyalty.
To act … now!: Sort contacts data obtained. Develop monitoring strategy of contacts. Start using your phone, calendar …
· Commissioning common. Internal meeting. Objectives: To evaluate successes and failures during the celebration of the exhibition. How to avoid them is to improve it.
• draw on the contacts incurred. Expand your customer base. How? With a comprehensive monitoring of contacts made during the Fair. You can exploit for a new business plan.