The Top 10 Ways to Integrate Field Sales With Inside Sales
I meet so many salespeople and trade show teams who don't know how to take advantage of these crucial opportunities. To start things off, I'd like to clear up a big misconception. While I've said that trade shows are a great place to make sales, that's really only half true - they are actually a good setting to finish them. If you want to use your booth to create a landslide of new orders, you're going to have to lay some of the groundwork in the weeks and months before the actual show. Here are a few steps you can take today that will lead to signed purchase orders at your next trade show.
How many days will you have at the trade show? How much time will be needed for travel, or to set up the booth? Are there internal meetings you'll need to attend? As basic as these questions might sound, the time to answer them is now, not a week before you head to the airport. You want to have a good sense of how many days and hours you will really have available, and what kinds of commitments are already on your calendar.
Do you have key customers and prospects that are going to be at your show? It's a good idea to start making a list of decision-makers who will be onsite and see if you can set up times to meet with them. It's easy to put off this kind of planning until later, but the reality is once you've arrived at your booth, it's often too late. There's so much going on at a busy trade show that it's difficult to meet up with even your most important contacts without a set time in place.
Likewise, now is a great time to identify a dozen potential new customers who will be attending your next show. Trade shows are great environment for personal introductions, rapid fire presentations, or just getting to know the men and women you would like to sell to in the future. Even if you can't set specific commitments with them, find key prospects that are going to be in town so you can remind yourself to stay on the lookout for them later.
How many days will you have at the trade show? How much time will be needed for travel, or to set up the booth? Are there internal meetings you'll need to attend? As basic as these questions might sound, the time to answer them is now, not a week before you head to the airport. You want to have a good sense of how many days and hours you will really have available, and what kinds of commitments are already on your calendar.
Do you have key customers and prospects that are going to be at your show? It's a good idea to start making a list of decision-makers who will be onsite and see if you can set up times to meet with them. It's easy to put off this kind of planning until later, but the reality is once you've arrived at your booth, it's often too late. There's so much going on at a busy trade show that it's difficult to meet up with even your most important contacts without a set time in place.
Likewise, now is a great time to identify a dozen potential new customers who will be attending your next show. Trade shows are great environment for personal introductions, rapid fire presentations, or just getting to know the men and women you would like to sell to in the future. Even if you can't set specific commitments with them, find key prospects that are going to be in town so you can remind yourself to stay on the lookout for them later.
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