How To Avoid Pitfalls In Joining Exhibitions

The franchising boom has swept across the country, and there has been a surge of franchise exhibitions around the world. How are you going to choose the right opportunity to join the exhibition in the face of numerous exhibitions?

How can you avoid being a victim of an immoral franchise? In a situation where a lot of people seem to be anesthetic, how can we avoid the wrong choice? How do you leave the impression that you are very interested in franchising companies? Attending a Franchise Exhibition is a way to screen franchising options, but it can only be linked to research related materials of franchising companies. These materials make your understanding more objective and extensive, especially when the exhibition does not attract many powerful exhibitors.

So how do you benefit most from the next Franchise Exhibition? The best way is to remember certain points. Exhibition To distinguish between real franchising companies and poorly structured "business speculation". Remind yourself to attend a high-pressure sales scene. Franchising companies have invested heavily in the booth, and are determined to get paid by recruiting new members.

Franchising enterprises should accept this fact with different motives to participate in the exhibition. We should try to understand its motives, and try to understand its participating psychology and strategy, so as to deal with the commitments that the franchisee shows to you. "Our business is the best opportunity in the market."

strategy

What strategies do better exhibitors use? You may be surprised to find that most of the exhibitors have no strategy. Some experts commented directly to franchisee exhibitors: "they attend the franchise trade fair, hoping to return a magic car and a bank account triumphantly." This laissez faire attitude shows a lack of "specific strategies". 95% of the exhibitors have no idea what they want to achieve, except that they only want to sell a franchise or sale right.

Those who skillfully participate in the exhibition, but have strategic and excellent franchisees, treat any exhibition as a project management.

We should reach the same goal and set it down, and appoint the project leader, who has a clear responsibility and right to cooperate with others. Exhibitors need effective. Exhibition strategy 。 Choosing the right exhibition, with the best booth and well-trained staff, the company can be the winner and the effective organization is worth it.

To help assess which exhibitions and calculation strategies expected to participate, some companies retain as many records as possible from previous exhibitions, so as to understand the quantity and quality of attendance and other companies' participation. Every form you fill in as an exhibition visitor is part of the statistical part and the mailing list.

The attendance of professional exhibitors is simple. The exhibition takes 6 hours a day for more than 3 days, lasting for 18 hours, and is influenced by fierce competition from other exhibitors. Once you arrive at the exhibition, you will become a target. You will also be considered a "suspect" or "potential buyer."

An exhibition strategist suggests: "talk to people you think are" long shots "for more than a minute. These people are "suspects" rather than "potential buyers". According to his calculations, a three day and more time competition plan should be to find a certain number of eligible buyers, and enable them to conduct second interviews after the exhibition. Some exhibitors use computers on the booths and enter all the main items into computers, which is of course effective.

If you are only considered to be "Suspects", You may only be asked to fill out a guide list, and may call you later in your spare time. If something like this is wrongly understood, you should explain it clearly.

The advice provided by the experts to the exhibitors should not spend more than 20 minutes on each of the eligible buyers and spend less than a minute on those who do not meet the requirements, so the 18 hours of the exhibition will be 20 minutes away from 54 buyers.

From the ideal time, they have lunch, toilet, rest and so on. Their goal is to establish as many as possible two talks. Keep them warm for a long time and establish two opportunities for talks and continue to receive the next potential buyer.

Remember, at the exhibition, some people feel that a good potential buyer should be busy with something as much as possible, such as filling out forms so that he no longer patronize competitors' booths. Of the 54 eligible buyers who appear on the booth, about 18 will agree to the two meeting. Therefore, exhibitors tend to investigate goals according to realistic expectations, aiming at establishing a solid two interview opportunity per hour.

They further calculated that there was only a 60% chance of actual occurrence, so the final limit of the individual was also adjusted according to the actual situation. This will provide them with basic mathematical parameters for exhibition strategies and expectations.

After the exhibition, if you have a serious impression on the exhibitors, you can expect the subsequent contact. The exhibition itself is not an end. With the conclusion of the exhibition, the further work of sales and the evaluation of the success of the project are just beginning. Subsequent planning and operation are part of the overall strategy.

Direct work will include listening to staff reports and obtaining statistical information from the organizers. And compare with other exhibitors. The publicity plan will continue, and further sales materials will be sent out to remind you second times if you are selected. Most exhibitors meet with you within 72 hours after the exhibition, so prepare for this.

If you haven't heard from it, or you have dealt with a poorly organized company, you have been listed as a small number of chances of success, or they have been drunk at the exhibition without remembering you.

As for the follow-up work of the company, the survey showed that up to 4/5 of the information personnel said that although there were contacts at the exhibition, they did not receive calls or received further sales materials after the meeting.

Finally, remember that reputable franchises do not sell concession in exhibition halls. It is used only as a network to screen potential buyers, and then continue to talk with them.

Offensive selling technology is not appropriate for exhibitors, "he suggested." a series of roles should be completed: the exhibitors are enthusiastic Masters first, then the helpful consultants, and finally the sellers. So if you find yourself under a heavy selling pressure or being urged to sign there, you may be mistakenly entering an inappropriate company booth.

The suggestion for this situation is to go ahead and tell them that after the exhibition you have to take all the materials away from the research, and then decide whether to further deal with the company. Take advantage of your time and seize this motto: "check before you write a check." Everyone else in the exhibition may be in an anesthetic state - to ensure that you are not.