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Professional Sales

Training for Success at Trade Fairs

At a trade show you really get the opportunity to show what you’re made of. It’s an ideal place to present yourself and win over new clients.

How to be engaged and not only present: Success – or the lack thereof – depends on every member of the booth team showing professionalism and acting in a customer-oriented manner. 

Self-organization: Professional preparation and arrangements before and after the fair.

Trade show as a “team sport”: What is my role? What do I need to consider for the company’s success?

Clear objectives: What am I trying to achieve at this trade show?

Making contact: How can I start a conversation with practically every trade show attendee? Why do expressions like “Can I help you?”, etc. almost always have a negative effect?

Detecting prospects: How do I recognize the potential of trade show attendees? How can I identify, if my contact is a “look-and-collect” type, an “ambassador”, or a competent decision-maker?

  • Directing the conversation: a convincing presence at the trade fair booth
  • How to create an effective trade show presence
  • Raising interest for new products and services at the trade show
  • Leading the conversation without dominating it
  • Positive and persuasive self-portrayal
  • The best way to use your trade show materials
  • How to spark interest in yourself, your company, and your products
  • Trade show etiquette: the most important rules of behavior for trade show professionals