Episode 035 – Answers to your questions! This is Listener Q&A #2!

Episode 035 – Answering Listener Question #2!

This episode is presented by…

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Problem 1 – I’ve only been to the show once and didn’t get many real leads. I don’t think I want to try again.

o Do you have any specific goals, and methods for achieving them? If not, this is where you need to start. You must have a plan, and you get what you measure!

o Are you seeing the right show? Many times, we choose the wrong show and the wrong audience, and as a result, we waste precious time and money.

If you’ve put on the right show, and set your goals, it’s time to take stock of yourself and your staff. Are you engaging? Are you doing what’s necessary to attract the right attendees?

o If you have similar questions – please send me an email at jim@tradeshowu.biz so I can help you!

Question 2 – How many senior expos and health expos have I attended? It just seems like a gimmick to the attendees and they don’t want to learn about what we offer – they just want the free stuff and don’t feel like they need what we offer. What would you recommend?

There will definitely be candy-teller at every show. That’s okay—just let them take yours!

· But make them work for it! I’ll give you our giveaway, but you have to answer one question: make them eligible!

There are three ways to attract people’s attention:

emotion

logic

o Fear – this may be the solution

Problem 3 – It’s often difficult to find the right contacts. A lot of time is wasted in follow-ups.

This is a great question and one I’m sure most if not all of us have experienced.

· After the show, you’re excited to connect with the people you met at the show, only to hear “not interested” or “I’ve got to tell my boss about this.”

o Ensure they are the decision maker or part of the decision making process

o A simple question at the show will help you.

o Ask – Where are you in the decision-making process? This is much better than asking “Are you the decision maker?” because they may not be willing to admit that they are not.

o Their choices might be: I am the sole decision maker, I am part of the decision-making team, I am gathering information for the decision makers, I am not part of it at all.

o If they respond “I’m gathering information” or “I’m not one of them” then ask – Who do I need to talk to?

· Therefore, the best way to reach the correct contact is to ask the attendee if they are the correct contact, or who that contact is.