Selling to Trade Show Attendees

Over the last couple of years, we have seen some changes in trade show attendees.  While there are less people attending trade shows and events due to the recession and cut backs, the great news is they are still sending people.  The difference is that instead of sending several mid-level employees, they are sending one or two senior-level employees who have more authority to buy!

We have also found that the attendees are not staying at the shows as long as they had previously.  They are on tighter time frames and while in the past they may have spent a few days at the show, they are now often in and out within the same day.

What does this mean for you?  It means that as an exhibitor, you have a great audience.  You have decision makers who aren’t there to doddle, schmooze, or mosey their way through the show.  They want straight-forward information and clear and concise demonstrations so they can make well informed decisions faster and better than ever before.

So put your best sales force on the floor, engage all your high level attendees, and you will be wowed with your results!