Comments on: Conversations – the integral essence of face to face marketing http://www.letstalktradeshows.com/78/conversations-the-integral-essence-of-face-to-face-marketing/ A Collaborative Community for Trade Show Success Tue, 20 Jul 2010 14:50:14 -0400 http://wordpress.org/?v=2.8.4 hourly 1 By: DJ Heckes http://www.letstalktradeshows.com/78/conversations-the-integral-essence-of-face-to-face-marketing/comment-page-1/#comment-667 DJ Heckes Thu, 23 Oct 2008 19:16:35 +0000 http://www.letstalktradeshows.com/?p=78#comment-667 Your article is true; asking open ended questions is important when exhibiting at trade shows. Our company puts on "Booth Camp" Trainings http://www.exhib-it.com/pages/booth_camp.html in our seminar room here in Albuquerque, New Mexico. We teach our clients the importance of relationship building at shows instead of just being at a show to sell a product or service. One of the most important things that has been covered by other great speakers and writers such as Bob Berg, in his book Endless Referrals, and Jim Collins, in his book Good to Great, is getting to know the prospect before going into your sales pitch. All too often I see sales people working on their elevator pitches versus just getting to know and listen to their prospects at a show. The first impression you have while exhibiting is the lasting impression for your prospect. Lead Generation is very important, but to do it correctly requires listening to your prospect. Your article is true; asking open ended questions is important when exhibiting at trade shows. Our company puts on “Booth Camp” Trainings http://www.exhib-it.com/pages/booth_camp.html in our seminar room here in Albuquerque, New Mexico. We teach our clients the importance of relationship building at shows instead of just being at a show to sell a product or service. One of the most important things that has been covered by other great speakers and writers such as Bob Berg, in his book Endless Referrals, and Jim Collins, in his book Good to Great, is getting to know the prospect before going into your sales pitch. All too often I see sales people working on their elevator pitches versus just getting to know and listen to their prospects at a show. The first impression you have while exhibiting is the lasting impression for your prospect. Lead Generation is very important, but to do it correctly requires listening to your prospect.

]]> By: The Tradeshow Mentor http://www.letstalktradeshows.com/78/conversations-the-integral-essence-of-face-to-face-marketing/comment-page-1/#comment-317 The Tradeshow Mentor Fri, 29 Aug 2008 19:16:54 +0000 http://www.letstalktradeshows.com/?p=78#comment-317 I can not begin to tell you how true this post is! Not to long ago, I learned about a fantastic product that I referred to somebody! That person is now making a handsome profit off the product! To tell you the truth, I did not notice the product until the person exhibiting saw me and said "Hello, how often do you work with wires?" It just went from there! At another trade show I was working at, I had noticed one booth getting a high amount of traffic. Interested in their method, I hung around there to see what they were doing. The people working at the booth simply greeted people that were passing by that is all! If they received a hello back, then the exhibitor went on to ask questions such as "What kind of store do you own?" It worked like a charm! The Tradeshow Mentor http://tradeshow-mentor.blogspot.com/ I can not begin to tell you how true this post is!

Not to long ago, I learned about a fantastic product that I referred to somebody! That person is now making a handsome profit off the product!

To tell you the truth, I did not notice the product until the person exhibiting saw me and said “Hello, how often do you work with wires?”

It just went from there!

At another trade show I was working at, I had noticed one booth getting a high amount of traffic. Interested in their method, I hung around there to see what they were doing.

The people working at the booth simply greeted people that were passing by that is all! If they received a hello back, then the exhibitor went on to ask questions such as “What kind of store do you own?”

It worked like a charm!

The Tradeshow Mentor
http://tradeshow-mentor.blogspot.com/

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