This is the last of four posts about selling to personalities in the exhibit space environment. 

 

Today’s personality type is Amiable

·         Understanding them: They are reliable, patient and diplomatic. They like to make people happy, and go along with the crowd. They need to trust you. They are nice people.

·         Identifying them: They will wait to speak with you. They are friendly. They seem nice.

·         Selling to them: Try to figure out who they are trying to please. Schmoozing works.   Show or tell them success stories, and how happy everyone was. Get them to commit.

 

That finishes off the series on selling to personalities. If you would like to review the three prior descriptions, or any of the past posts, visit www.SouthernShows.com/blog

 

David J Zimmerman

Southern Shows Inc.

Testimonials are effective because they appeal to all the personalities described in my last four posts. They provide data for the fact seeking Drivers and Analyticals, and reassurance for the Amiables and Expressives who are afraid of making a mistake. So it makes sense to try to include them in your exhibit strategy. 

 

The Little Giant Ladder company you see in most home shows keeps a three ring binder at the front of their exhibit. Every time someone walks by and says “I’ve got one – love it!” they are invited to write a comment in the binder. The binder then becomes part of the sales pitch.

 

This photo was taken in the Carpets by Direct exhibit at out Southern Ideal Home Show in Greensboro. They simply took a selection of their customer feedback cards and stuck them on a bulletin board. A bit messy, but effective

 

David J Zimmerman

Southern Shows Inc.