If you’re an entrepreneur, coach, consultant, healing professional or service provider who wants to market your services but you’re still stumped at what to say to promote your services (expo or otherwise) then read on.
So here’s what I learned about promoting your services after exhibiting at a recent expo that I would like to pass along to you:
1. Get the best table you can you get. I knew exactly where wanted to be and why. The key to getting what you want is to ask and then shut-up. So why did I want this particular table?
a . When you walk into the room and looked straight ahead you can’t miss my banner.
b. It had an electrical outlet close by. I always bring a light to shine up at my banner and I have videos (of me) running to demonstrate what I do for prospective clients.
c. I could hang my banner with ticky tack and still be trade-show compliant.
d. It was in a corner – giving me a bit more real estate.
e. Bonus – there was a tall (albeit artificial) tree in that corner that enhanced my display and was a perfect backdrop for my easel.
2. Get out from behind your table and start talking (and listening) to people.
Don’t attack, don’t make an immediate offer, just ask a friendly non-salesy question, listen and engage.
I met a home inspector who clearly knew his business and after some dialogue he asked me why he would need my program. I told him he wouldn’t need it…but that maybe someone he knew did. He nodded his head and acknowledged that he hadn’t considered that. We were simply engaged in meaningful and fun conversation.
3. If you have something to demonstrate–then demonstrate it. I can’t tell you how many tables I went to where demonstrative products sat flat on a table with no engagement at all.
Here’s what I mean:
a. If you sell jewelry have a mannequin or better a live model actually wearing different pieces with different outfits. It’s one thing if you are wearing the pieces but imagine a live model moving through the crowd putting on and taking off pieces to show the versatility of mixing pieces, colors and styles together. I don’t know about you but that would catch my eye.
b. If you are promoting a dance studio then…do I have to say it…dance. Dump the table and just show me what you do!
c. If you sell an MLM online service then highlight the key result with an oversize graph, or provocative question.
4. Make sure that what you are promoting is understandable to anyone walking by your table should you be away from your table for a few minutes or engaged with someone else. I admit I had a bit of challenge with this at my first show.
In the past I confused people by putting more emphasis on my books rather than on the seminar (the real service I was promoting.) This time the book was credibility support only.
I passed some tables a few times just to see if I could figure out what they were selling without asking questions…honestly, I still don’t know what a few of them were offering.
5. Do something fun.
I wrote about this in a previous article. I have a big white board on an easel and hand write in large letters, FREE KISSES!
You can bet that gets attention. The women go directly to the big bowl of kisses and the men stop, look around with an uncertain look wondering if I’m promoting the real deal. Either way I win. What’s a few kisses among friends!
6. Understand that your energy and your engaging conversation opener is more important than anything else.
You can ask if they are also promoting a business or just networking. Either way it’s an opportunity to learn about them. Contrary to popular belief not everyone is your client but everyone has a story.
Just have fun and be of service!