Huh? Don’t sell at the tradeshow? Isn’t that why you’re there – to take names and kick ass? Sure, you won’t get an argument from me.
However, let’s take a look at the tradeshow situation. The event is designed to bring hundreds or thousands of people by your booth. If your intent is to sell – and just sell products at the event – then you’re going to spend more time with each person. It takes time to write up an order, and depending on your product or service, it probably takes time to determine exactly what that service or product is. How long is the service going to last? What version of your product is best for your client? When do they want it? What is their goal in using your product or service and can it really help them?
Sure, if you’re just selling single pack food items or something that can be sold in just a few seconds, they go ahead – sell, sell, sell!
Most products take longer. Even if you’re ultimately selling a single food product, you may be trying to get into more stores, or hook up with distributors. Which means you’re not actually selling at the show.
You’re just qualifying.
And once you qualify, you both then agree on the next step.
And that’s when the real selling begins.