In this episode of Tricks of the Trade, Host Stephanie Chavez talks with The Trade Group Co-owner and EVP of Sales, Malcolm Gilvar, on how to train booth reps for maximum event sales. Malcolm has been in the exhibition industry for 35 years. The Trade Group takes training seriously, both internally and through booth staff training offered to their clients.
80% of attendees say the reason they remember you is the staff at the booth. According to industry experts, 50% of businesses report that they engage in booth staff training on some level. Only 1% do so professionally, bringing in someone from the outside to help increase the return for the show. Those who do can experience a 36% LIFT in sales!
Malcolm walks you through a checklist of pre-show activities to help YOU have an awesome event, EVERY time.
- Qualify your prospects quickly.
- If they are not a buyer, how should you disengage?
- Avoid ‘fishbowl virus’, Malcolm shows you how.
- Consider what you’re wearing
- Learn about ‘Sonic Branding’ – how YOU can incorporate it
- Build in accountability for continued improvement DAILY.
Listen to this over and over – and take notes. This is a heavy-hitting episode, and if you follow the advice, you WILL be crazy successful.
For guest or advertising information, contact Stephanie at 817-262-8168.
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