You Should Be On Stage

Most shows have a stage for workshops and presentations.  And most show managers are constantly looking for great material to go on those stages.  So take advantage and volunteer to be a presenter, but ONLY if you pass these criteria:
A. Your subject has to be not just informative, but interesting or important enough to draw a broad audience.
B. It has to have a great title.
C. You have to be a really good presenter.
D. It has to be interactive, demonstrative, or participatory.  In other words, standing there and talking ain’t going to get it.
E. It should not last more than 20 minutes.
F. It cannot be a commercial for your company.

And even if you think you have all these ingredients, don’t be offended if the show manager says ‘thanks but no thanks.’ 

David Zimmerman
Southern Shows Inc.

QUICK Selling - Qualify

Shows are selling at warp speed.  If you spend too much time with one prospect, you may miss another five.  So over the next five posts, I will describe the QUICK method of selling at shows.

Q stands is for Qualify.  If you don’t qualify, you may spend five minutes giving your sales pitch to someone looking for the restroom.  You need to find out – quickly – if the person needs, wants, and can afford your product. 

You do that by asking questions that call for short answers.  Are you looking for a certain color?  Are you getting ready to remodel? Would you like to try that on?  The questions will be different for each exhibitor, but the response should answer this question: Should I keep talking to this person, or move on?

Next time: U for understand.

David Zimmerman
Southern Shows Inc.