Designing your trade show display through your customer's eyes
Designing your trade show display through your customer's eyes
1. How can you help me do something better?
This is the first question many prospects have - how will your product or service enable me to get something done in a more effective manner? It may be more expensive, or less expensive, than alternatives, but how well does it get the job done.
2. Can you save me money?
Having the most competitive price is great but not always realistic. If you don't have the best prices, focus on helping prospects understand WHY what you sell costs more. Show them how relative to value, they could actually be saving money with your company.
3. Can I trust you?
Building trust with a prospect is the most vital part of garnering sales. In order to build trust, try showcasing client testimonials prominently. If you can get such media as audio and video testimonials, and have a video or presentation prepared, that works well also.
Focus on answering these questions, and on differentiating your product from the competition. Visually showcase what makes your product unique. Good luck!
Designing your trade show display through your customers eyes - To learn more about this author, visit Dennis Nixon's Website.
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With only a few seconds to grab the attention of the average attendee, great care must be given to the design and presentation of your trade show displays. You have to see the situation through your customers' eyes in order to truly get the maximum value from a show.
1. How can you help me do something better?
This is the first question many prospects have - how will your product or service enable me to get something done in a more effective manner? It may be more expensive, or less expensive, than alternatives, but how well does it get the job done.
2. Can you save me money?
Having the most competitive price is great but not always realistic. If you don't have the best prices, focus on helping prospects understand WHY what you sell costs more. Show them how relative to value, they could actually be saving money with your company.
3. Can I trust you?
Building trust with a prospect is the most vital part of garnering sales. In order to build trust, try showcasing client testimonials prominently. If you can get such media as audio and video testimonials, and have a video or presentation prepared, that works well also.
Focus on answering these questions, and on differentiating your product from the competition. Visually showcase what makes your product unique. Good luck!
Designing your trade show display through your customers eyes - To learn more about this author, visit Dennis Nixon's Website.
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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