How To Choose Your Chance To Join In The Exhibition?

The franchising boom has swept across the country, and there has been a wave of franchise exhibitions everywhere. Exhibition Choose the right opportunity to join you?

How can you avoid being a victim of an immoral franchise? A lot of people seem to have a narcotic like this. occasion How can you 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 in franchise companies. These materials make you understand better. objective The depth and breadth of the exhibition, especially when the exhibition did not attract many strong exhibitors.

So how do you get the most benefit from the next Franchise Exhibition? The best way is to remember certain points.

The exhibition distinguishes 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 the psychology and strategy of participating in the exhibition, so as to deal with the commitments that the concessionary enterprises have expressed to you voluntarily. "Our business is the best opportunity in the market."

I. motivation

Suppose you read the guidance articles on distinguishing the advantages and disadvantages of franchising, and realize the high pressure sales factors, decide to look at the motivation of the exhibition first. This is what you should know through careful inquiry, research and observation.

There are five motivations you should take note of.

1. desperate to sell franchise. These are the most exhibitors who should not be tested. They should be very careful.

2., you need to sell more concessions to maintain network growth or maintain your business. You should see if this need is used to support underfunded enterprises. You can also ask how much money a concession company will invest in attracting new members.

3. eager to sell the exhibition as a venue. These should be avoided because they are not serious exhibitors, but camouflaged network salesmen.

4. feel that they should be present and show their existence - this situation exists in some solid exhibitors who are not eager to sell franchises, which is merely a motive for wasting money.

5. recruit new members according to the development plan. These two types of companies, such as those with good structure, firm foundation, recruiting new members of the national network, or how many franchisees are required to complete the network, are often more serious and attractive suggestions for visitors.

Two. Psychology

Let's talk about the psychology of visitors. Some visitors have a defensive attitude, and watch out for exhibitions to become too many places to shop or collect souvenirs.

For those who greet you at the booth, the exhibition is almost a frightening competition selling station. There is a degree of tension or even hostility between competitors of the same product. Some franchises are hostile to each other and deliberately destroy or hurt in other ways. Franchise consultants are no exception, as competition from customers is fierce.

When you are in touch with the franchise industry, do not believe that you will step into a friendly "big family" environment - competition that attracts your attention and investment is fierce, so be careful and careful to make decisions.

Visitors who may become franchisees, like you, will soon be identified and assigned to valuable time so that they do not pay attention to other exhibitors. Because all the attendants and time related expenses are very high at the exhibition, only a goal conversation is worth it.

Therefore, "visitors scattered" is not a favorite phenomenon for exhibitors who pay lots of booths and attendance. For visitors, unqualified visitors - Exhibition tourists - will not have accurate discrimination.

Three. No discrimination.

The participants questioned said that the visitors who had not been identified had three major problems: difficulties for finding potential franchisees. The excessive dissemination of pamphlets these souvenirs have become souvenirs rather than effective documents and waste of time caused by conversations with inappropriate persons.

However, exhibitors can not evade blame. Some exhibitors have no definite goals except to sell the franchise or sale rights. Nor did it realize the feasible plan for the sale, which resulted in wasting visitors' time in addition to wasting their time.

Remember, not every franchise is reasonable for you, even if you can afford it or license it to sound reasonable. He may do so because he is keen to sell a franchise to guarantee investment in the exhibition.

If you want to rush to buy a concession, you will be like a dream and find that this behavior is not only wrong for each other, but also pays a high price. Visitors are also not exempt from the bad results of the exhibition. If you are a serious competitor, you should move forward clearly or you will not get the attention you need. After all, the time of exhibitors is limited.

You must bear in mind that in order to make the exhibition effective, exhibitors realize that it is necessary to identify potential franchisees quickly and assign time to them.

If the number of visitors to the exhibition is less than that of previous years, it is not necessarily a sign that the exhibition value is decreasing. More likely, relatively high admission fees keep out the "tourists" who stroll or get souvenirs or those disguised investors who invest only for today.

As long as there are scattered visitors, exhibitors can not hope to effectively expand sales time, and serious visitors can hardly get the attention they deserve.

So you should adapt yourself to the sales psychology at the exhibition. For an expert, it is an art in itself. A wise man seldom says, "what do you want?" this kind of adventure is just like in a shop. The instinctive reaction is often "no, thank you."

Questions are often freely answered in order to produce feedback that can be assessed as a guide for whether you can become a franchisee. More skillful booth personnel should try to find out if you are a serious competitor in conversation.

Due to limited sales time, exhibitors make every effort to ensure that one minute is not wasted on potential buyers. Their goal is to quickly qualify you to advance questions and filter out those who refuse to speak clearly. If your first question is, "how much money can I earn?" professional franchises will screen you as potential buyers. Fraudulent exhibitors will take you as a guest cheated and get you hooked.

So make sure that your problem is reasonable and ensure that you will investigate before the exhibition, and prepare a series of reasonable questions for every concessionary enterprise to provide the information you need.

Exhibitors will ask this question in mind: do you have deception, do you really have funds, whether you are a business spy, whether you are a large number of competitors wasting time, or you just wait for yourself to fantasies.

The exhibition experts suggest: "throw away unnecessary conversation, ask for identity, and strategically get rid of non business visitors. This is just the skills needed."

A exhibitor likes to have no chair on the booth. The trick is: "if the exhibitors sit down, it's terrible." He said, "that means they have to sit there for a long time." Even if you are the right one, make room for the next potential buyer.

Some exhibitors also avoid putting expensive sales descriptions in front of them. Experts generally believe that only the material that should be delivered at the end of the initial conversation. Because once you have the explanatory material in your hand, the opportunity to identify your requirements and adaptability will often be reduced.

If too much explanatory material is distributed to visitors who are unlikely to become buyers, it is also too expensive. It also makes people look less professional, and can't provide better potential buyers at the end of the exhibition.

Four, strategy

What strategies do better exhibitors use? You may be surprised to find that most 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 strategies. 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 a "suspect", 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," to complete a series of roles - first the enthusiastic host, then the helpful consultant, and the last the seller. " 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 a state of anaesthesia - to ensure that you are not.