SalesLoft recently shared an infographic on the 7 Buyer Personality Types sellers deal with regularly. Combine that with the results from a recent CEB study, which found that “5.4 people are involved in today’s B2B purchase decisions” and odds are you’ll have to be flexible in your approach with each stakeholder. The good news is -- value selling can be adapted to fit each personality type, help you overcome objections and close the deal.
When leaving a trade show, most professionals are focused on one thing and one thing only: Beating a fast path home. But if you’re leaving the show minus the investment of time and money with little to “show” for it, then what was the point of leaving home to begin with?
If you’ve leveraged the value selling guidance we’ve provided thus far, you should arrive home with a virtual box full of qualified leads. Once you're back from the show, you may just want to put your feet up and relax a little. But you can't!
“You're off to Great Places! Today is your day! Your mountain [of qualified leads] is waiting, So...get on your way!” - Dr. Seuss
Today’s the day you get to meet all those wonderfully qualified attendees who made appointments to meet you at the big show and see the results of their assessment. You’re all set up and your team is ready to dazzle, as you await the first of your pre-qualified meetings.
It’s time to really put the value-selling approach to the test, and begin to show them the money. You’re ready to start helping each attendee begin building a business case that closely defines their business obstacles and begins to illustrate how your solution can tackle those problems.
Trade show require thorough preparation to ensure a successful outcome. As Stephen Covey said, you need to “begin with the end in mind.” In other words, you have to establish your goals for the show before you get there. Who are your targets and how many meetings do you want to schedule? What do you want to accomplish at the show? How much revenue do you need to generate to justify the investment?
When it can cost $25,000 or more to exhibit at a tradeshow plus the time and expense of travel for each individual you send to the show, you need to wring every bit of return possible out of your investment. We are offering a four-part series on planning improvements to your trade show results, designed to help you gain more new customers and reduce the risk inherent in making such a significant investment.
This initial post will provide an overview of the challenges of making a trade show appearance pay off, and show you how to take advantage of multiple opportunities to increase the likelihood of success. Learn the best strategies to increase your customer base so you can turn this substantial expense into meaningful profit.
