Page 66 - Superion Sales

SUPERION – Sales Playbook

– Materials
– Giveaways
– Literature
– Monitor
– Prizes (TRACE Campaign)

Working the Event
Working an event means more than just showing up to set up, stand around throughout, and break down
the booth at the end. It involves hours of proactively meeting and greeting customers and prospects that
walk down the aisle by the booth; attempting to draw them in for conversation or a demonstration; and
determining if there is potential need for our solutions. This is work, make no mistake about it.

• When managing the booth, you must:
– Greet attendees (what is your pitch to draw them into conversation?)
– Attendee interaction (what is your demeanor and energy?)
– Know you what you are selling and your elevator pitch (why is it important to them?)
– Leads (how do you determine and capture? Card, notes, etc.)

• Keep the table organized

• Don’t be bashful; greet people and welcome them into booth. “Good Morning, I’m XYZ. How are you
enjoying the show so far? What bring you to the conference this year?”

• Don’t ignore customers walking into the booth even if you are tied up; always acknowledge them.
Perhaps something like “Hello, I’ll be with you in just a moment.”

• Be attentive; don’t use technology to the point that you are not aware. Too often folks won’t stop and
talk because the person in the booth appears fully engaged with their cell phone or laptop. Do not
eat in booth, move outside to neutral area to keep space professional and clean. Never have your
back to the isle, this can be intimidating and not approachable to those folks interested in speaking
with you. And, don’t sit around chatting with your teammates, no one wants to interrupt an
organized group – keep it casual and always be ready to pivot
to speak to the visitor.
• Record leads in Salesforce during downtimes at the booth.

• Rotate staff (if more than just yourself) when booth is less
busy. You don’t want to outnumber visitors so they feel
overwhelmed. Also by rotating, folks stay fresher and can take
turns walking the floor to see other industry exhibitors or meet
with customers in more private setting.
On the next page are some pictures that demonstrate several of the
“what not to do” items referenced above.

3/8/2018

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