There are many facets to success at a trade show: The elevator pitch, pre-show marketing, booth setup, etc. (If you don’t have a good elevator pitch, here is a blog that can help you develop yours. “Nailing the 30 Second Elevator Pitch”)
For the sake of this scenario, our fictional vendor is TabletCo. They sell the hottest new Android Tablet for the educational market.
A prospect, Harry, walks up to your TabletCo booth. He loves your product! Harry is excited about using the tablet at the school where he is a History teacher. The school district is large. It is a good opportunity. Some further questioning yields the fact the entire school district wants to have a tablet for each student. Being a conscientious sales rep, you get Harry’s card. You are all set for the follow up…or are you?
This is the disconnect point. Not just in sales at a trade show, but sales in general. Important questions: Full Article
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