|
|
icentertainment Inner circle 1429 Posts |
Howdy folks,
I do a few trade shows here and there but there is one thing that scews me a little in the sales process and was wondering if you could help. Qualified Leads is the topic and peoples main objection to hiring my services is that I will in fact build a crowd of people get them to swipe their cards yada yada yada But these people will not all be customers- Now my presentation is on the product so it's not like I am doing a magic show it is "infotainment" SO what can I say to these people that think I mearly build a crowd- in essence I have had 1 person say "we have no use for a clown" (which really got me fired up) Your thoughts I have grown to respect and would be honored to learn from you David Welzman |
Bob Sanders Grammar Supervisor Magic Valley Ranch, Clanton, Alabama 20504 Posts |
David,
You can lead a horse to water but for some that just doesn't help! It sounds like you are dealing with some one who has not progressed from sales into marketing. He did you a favor. He set you free. Go see his best competitor. (I love stealing market share from a know-it-all.) "One monkey don't stop no show" is more than a song title. Most people in sales fail for all of the right reasons. Your business is with a real marketer. They do exist and have vision instead of obstacles they can't handle. That's why they handle marketing strategy instead of the phone. You've just processed a jerk, that's all. Next! It is the job of the event planner to get the company booth before "qualified leads". It is you job to stop and hold that audience until you can turn them over to an available company rep. It's not your fault that they are at the wrong trade show. Good Luck! Bob Magic By Sander |
icentertainment Inner circle 1429 Posts |
BOB- Thank you- everytime -your replys are always gold
Thank you, Dave |
Bill Hegbli Eternal Order Fort Wayne, Indiana 22797 Posts |
You cannot sell everyone. Maybe he will see you at a convention and then want to hire you. Now make him pay!!!
If you pass out the tricks like 3 card monte, this will get a lot of prospects. Your job is to get prospects, not qualify them for the company. That is why they have salesmen. |
Bigmac New user 72 Posts |
You guys sure want to know all the secrets of trade show magic without sweating it out the hard way;)> Depending on the client's structure of their booth and your role in their marketing plan you may very well be asked to help qualify leads. Having the ability to help in the process is a valuable selling point. I always ask the client if he wants me to qualify leads in my presentation. The answer is not always yes but it lets the client know I have that ability.
One easy way is to include qualifing questions in your presentations such as "How many people here ever use Widgets?" Get a show of hands which alerts the sales staff to pick these people out of the crowd to approach. Getting a two way interaction going with your audience not only makes for a better show it begins the filtration process for separating the mere curious from the serious prospects. If you can become known as a good lead qualifier it will dramatically increase your marketability in the trade show field. |
icentertainment Inner circle 1429 Posts |
I agree with big mac-
OH Big mac I thought I was the only person who did this. Generally speaking after I ask the qualifying question which is really easy to do with no customization ( I don't beat around the bush I just ask) - those people that answer get my attention or/and entertainment focus. they get to participate more in fact if they are at the back I ask them to step up ( to read their mind or whatever) it getas them closer to the booth. Now I do sweat big mac there is no question there I just wanted to know who out there are mearly magicians who do tricks at trade shows and thse who actually incorporate sales into the performance Personally I think your make a fortune if you can qualify as apposed to just entertaining. Anyway gotta go thanks everyone and thanks 1/4 pounder for your thoughts |
jlevey Inner circle Montreal, Quebec, Canada 2076 Posts |
Once you've started entertaining (or infotaining them) and gained their respect, trust and appreciation (all within 5-6 minutes!), focus on the ones that look (and act) like the "right" prospects (CEO's, presidents, buyers,etc.) and beign to ask them where they're from , what their company does and what their role is in the company. As you do so, your booth associates should be watching and listening attentively, then at the end of the show (often I do this during the tail end of the show) swipe their cards and hand them over courteously to the sales staff, making the introduction and then turning your attention to the "next one" so that he/she doesn't get away. After all, they've enjoyed your show, and learned about your products/services, then the "right ones" will naturally want to stay around to find out more about the company and how it matches their needs etc.
Hope this approach helps. It's just "one" approach, but it works for me simce, my clients appreciate my abilities to qualify the leads for them. All the best. Jonathan
Jonathan
Max & Maxine Entertainment Magicians with a touch of comedy! ___________________________________ www.maxmagician.com www.mindreadershow.com www.monsieurmagic.com |
icentertainment Inner circle 1429 Posts |
I don't think that approach would suit me- I don't swipe the cards becuse if I am doing that I would lose 1/2 my audience ( eye contact)
I prefer to do my show - end with a giveaway trick and invite them all in- It's during the performance that the filtering takes place where I ask whos who and that's when the sales team take notice. I loved an idea from Paul Danials he said that he gets the sales team to walk behind the audience and when he finishes gets them to slowly walk into the booth with arms out wide everyone slowwly goes into the booth- great advice. I don't think I'd be swiping cards- not that it's beneath me- but that is what the sales people should be doing so they can jot stuff down on the print out or take note of the printout number for there followups- but thanks all the same |
Eric Leclerc Inner circle Ottawa Ontario 1185 Posts |
These are all amazing tips guys!!! thanks........
|
Bob Sanders Grammar Supervisor Magic Valley Ranch, Clanton, Alabama 20504 Posts |
I have never "swiped" cards. However, I do wear a mic. When the staff is too busy to deal with one of the "visitors", I step on a foot switch that operates a recorder. Next I read the name tag info into the recorder (just part of the conversation) and talk with the visitor. Then if the visitor moves on before a rep gets to him, the rep can call him later and thank him for coming by the booth. It turns it into a personal sales call. The information is never lost and the prospect is not treated like one in a cast of thousands. Instead he get personal service later.
It was just a little trick I learned back in the 60s in Atlanta, Dallas and Memphis when my hair was darker! Bob Magic By Sander |
icentertainment Inner circle 1429 Posts |
That's pretty good Mr Sanders- simple and effective.
I would like to get my hands on a portable scanner- for some trade shows that I don't work in a booth I was thinking about the following An idea for Sponsorship Basically I perform in the Café a roving infotainment kinda show. then after each performance I pull out the portable reader and get there info. This wouldn't be targeted of course but basically everyone wins I get paid The exhibition gets free entertainment (and may make a commission) The exhibitor (who pays) gets increased exposure- I could where a shirt or cap or something. think of it a inovative signage what are peoples thoughts on this just a thought and the good news is the exhibition organisers will advertise your services- they are always looking for things to sell. Like a 2-3 hour roving spot in the Café at the lunch time. Just a thought Dave |
Bigmac New user 72 Posts |
" would like to get my hands on a portable scanner"
Scanners are always provided by the convention exposition company or a contracted lead generation company. Individual exhibitors rent the scanners for the duration of the show. Having your own scanner wouldn't do you any good as the incoding, badges and reading equipment vary from show to show. |
Bob Sanders Grammar Supervisor Magic Valley Ranch, Clanton, Alabama 20504 Posts |
Usually (if you are an exhibitor) you can buy a list afterwards of all those registered to get a badge at the show. It makes scanning a waste of time except to know who actually came by the booth.
Bob Magic By Sander |
icentertainment Inner circle 1429 Posts |
I think it is important to know who came to the booth
|
Bob Sanders Grammar Supervisor Magic Valley Ranch, Clanton, Alabama 20504 Posts |
Quote:
On 2005-04-11 04:37, icentertainment wrote: As a business owner and old Marketing professor, I agree! Bob Magic By Sander |
The Magic Cafe Forum Index » » Tricky business » » TRADE SHOW qualified leads (0 Likes) |
[ Top of Page ] |
All content & postings Copyright © 2001-2024 Steve Brooks. All Rights Reserved. This page was created in 0.02 seconds requiring 5 database queries. |
The views and comments expressed on The Magic Café are not necessarily those of The Magic Café, Steve Brooks, or Steve Brooks Magic. > Privacy Statement < |