This week I spoke to a group of sales and marketing professionals from Midwest Labs at their annual Marketing Conference. I always enjoy sharing my sales and marketing expertise with people in other industries. The group from Midwest Labs run a very successful testing lab for a variety of elements from soil testing to food to environmental. This obviously calls for a diverse group of clients in business to business selling and business to consumer selling.
They attend a variety of trade shows throughout the year and so much of my presentation was built around how to be most effective at a trade show. If you would like to have a copy of my outline on the presentation entitled “17.5 Keys A Sales Rep Can Make Their Upcoming Market or Trade Show the Most Successful Ever”, send us an email at firstname.lastname@example.org with the subject line Tradeshow and we will forward it onto you.
The four categories I discussed were as follows:
- Knowledge of Your Customer, Client or Prospect’s Needs As It Pertains to Your Product
- Communication To Your Customer, Client or Prospect Before The Market or Trade Show
- Communication To Your Customer, Client or Prospect During The Market or Trade Show
- Communication To Your Customer, Client or Prospect After The Market or Trade Show
It was a great group of people and I think they were amazed that applying principles of furniture sales could actually apply to them. But you see thatt’s the big secret. What works in marketing furniture will work in marketing of accounting, dentistry, and even soil samples.