Ten Tips to Speak Strong at a Trade Show
A trade show is one big production -
With planning and display construction.
You’ll find nothing selling
If your words aren’t compelling
So study this SpeakStrong instruction.
Exhibiting at a trade show is like having kids…you don’t know what you are getting into when you decide to do it. If you do things right, you will be well rewarded. Preparation can make the difference between smooth sailing and chaos, and between success and failure
Preparation isn’t just about creating an award-winning display and buying some tempting giveaways. Preparation also means preparing what you will say. You need to SpeakStrong at your trade show. Here are ten tips to guide you.
Tip #1: Collect, practice and use Power Phrases – persuasive words that are inspirational, emotionally-connected and action oriented. Examples are: imagine, discover, potent, ease, triumph, innovative, delivers, secure, how to, benefit, prove, results, immediate, fun, you and your.
Tip #2: Become aware of Poison Phrases that create resistance.
Examples are: work, effort, hard, sell, spend, to be honest, cost, obligation, difficult, struggle, requirement, I, me, and my.
Tip #3: People like doing business with friends.
Act like a friend and they will like doing business with you. Speak as if you are already friends to people you just met.
Tip #4: Make listening and learning your first priority.
What you learn will enable you to Speak Strong…in ways that are relevant to your prospects. Ask questions like: · What’s your objective for attending? · What products or services are you looking for?
Tip #5: Before offering information about what you do, be sure you can summarize what they need.
Tip #6: Be able to describe what problems you solve and your uniqueness in 60 seconds or less.
Tip #7: Get them to state their interest in what you do by asking questions like: how could you see your company benefiting by what we do?
Tip #8: Find out who the decision makers are. Ask:
· Are you part of the buying team? If not, who is?
Tip #9: Get a commitment for action. Ask:
· What would you like the next step to be?
· May I schedule a meeting to talk with you specifically about your needs?
Tip #10: Follow-up. Call your leads within three days, while they are still hot.
Follow these SpeakStrong tips, and reap the rewards of smooth sailing, fun and success.
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Meryl Runion and Speak Strong (SpeakStrong) provides Power Phrases (PowerPhrases) and other tools to help you improve communication skills at work and at home.
She is the author of the books PowerPhrases!, How to Use PowerPhrases, Perfect Phrases for Managers and Supervisors, and How to Say It: Performance Reviews. She can be reached at 719-684-2633 or by email:
