Thoughtful Thursdays – Prospecting and competitive recon in one location
Prospects and competitors in one location seems like a lot to ask for. With industry associations collaborating to maximize trade show exposure and combined venues, there are more opportunites to prospect and gather competitive information in one place.
Attending trade shows can be exhausting, but very worthwile. The international shows can be huge and take several days to walk through so plan your time accordingly and allow more time than you think you will need. Don’t be in a rush.
It is important to do your research and prepare before attending.
- Make a list of prospects you want to see and prioritize it
- Be mindful that the booths will likely be staffed with sales or marketing types and prepare your questions accordingly
- Make a list of competitors whose booth you want visit
- Know what you can and cannot talk about
- Are there speakers you want to hear?
- Register for seminars and product demos that are of interest
- Take advantge of networking opportunities at breakfast and after show meetings
Finally, have a follow up plan and make sure you do it.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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