MEET THE MOST FAMOUS NAME IN COLD CALLING - POP ICON MR. COLD CALL™

Since exhibiting at tradeshows is part of being in sales, Mr. Cold Call will take a few minutes to share his insights. There are two ways to exhibit at a tradeshow, the first way is called being proactive. The second way is called being passive. Passive thinking finds no safe place among sales professionals. However, it’s important to bring it up because sometimes salespeople do not realize they are being passive, so the mere mention of it may move this bad habit from the unconscious mind to the conscious mind.

Exhibitors who are passive do the following:

• Stand behind the exhibit booth
• Wait for prospects to come to them
• Lack eye contact with prospects
• Do not ask questions
• Sit down versus stand up
• Booth has no drawing power (the booth is not pleasing to the eye and no promotional products are being handed out)
• Do not collect business cards
• Have poor follow-up after the show

Exhibitors who are proactive do the following:

• Stand in the FRONT of the exhibit booth (they stand with an open posture meaning they do not cross their arms)
• Use eye contact when prospects are about to view their booth
• Offer giveaways (such as handing out promotional products in an effort to collect business cards) as prospects are about to pass by their booth
• Dress inviting and smile 24-7
• Never sit down
• Always use the prospects name as you greet them and speak with them (makes them feel important, such a simple thing that a lot of salespeople do not do consistently)
• Walk around to each exhibitor to introduce themselves (if you cannot, see if you can locate an exhibitor’s directory—usually they hand those out at the tradeshow)
• Follow-up within 24 hours of the tradeshow
• If the exhibitor is giving away a prize, they ask the tradeshow organizer to make an announcement (better if you do it) about their company and the prize. Attendees are encouraged to stop by their booth to drop off their business card
• Ask for referrals

Let me ask you a question? Which one are you? Are you proactive? Are you passive? If you are a sales manager, which category would you place your sales reps in?