Trade shows are one of the best places to gather leads for your company. But gathering leads and following up properly can be a delicate balancing act. How can you make sure you collect great leads without being too pushy or salesy? Here are a few of our top tips.
Be A Person First and A Salesperson Second
Here’s one of the biggest things to realize about a trade show; when someone shows up to your booth, they are probably already interested in your product.
That means you don’t need to be overly pushy. Talking to a person at a trade show is the exact opposite of a cold call. At a trade show booth, your prospective lead is already interested in your products and would like to know more.
That means you should try to connect with them as a person first and a salesperson second. Open up a casual dialogue with them, discuss what you’ve both learned at the trade show, and so on. You don’t have to beat around the bush, being approachable and helpful will go a long way and make them more likely to be interested in your products or services.
Present Your Product as A Solution to Their Problem
Another great trick is to discuss your industry and keep talking until your lead reveals a problem that they have with their business. Then, inform them about how your product can help them solve that problem.
Instead of being pushy from the outset, you can wait until an opportunity reveals itself, which makes you seem less pushy and keeps the conversation natural, even when things turn to the subject of your product.
Follow The 70/30 Rule
Your lead should be talking 70% of the time, and you should be talking 30% of the time. That’s the 70/30 rule and it’s a great way to get a lead to open up and share information about themselves and their business.
You should be asking questions, not parroting bullet points and facts about your product. Ask questions about your lead’s company, industry, and even simply about how their day is going.
Getting More Leads Is All About A Human Connection
When you follow up with a lead after a trade show, they’re far more likely to pick up the phone or answer an email if they remember who you are, which is why creating a human connection is so important at trade shows.
Follow these three sales tips, and get more qualified leads at your next trade show exhibition.