Heading to PRINT 17? - Short Attention Span Sales Tip

This sales tip is not about convincing you to spend the time to be in Chicago Sept. 10-14. I’ll be there and I hope you come, too. It’s always interesting and always worthwhile.

But regardless of whether you hit this trade show or another, I want to talk to you about how to get the most out of this kind of time investment. That is, how do you make the most out of a trade show or trade show.

If you are an owner, you are likely going to look at new equipment and technology. That’s the reason most people go. But I encourage you also to visit your existing vendors and ask them what they can do to help you be more successful. What applications does your digital print provider have that you need to know about? What new papers are available that would help you differentiate? What more do you need to know about the software programs you are using?

In addition, remember that the best part of the shows happen not on the floor and not in the seminar rooms but in the networking that happens in between it all. Head to the show prepared with a number of questions to ask others in the same position you are in. Questions like, Where are you finding new salespeople? Why do people buy from you? What are you doing for lead generation? What kind of an Internet presence do you have?

If you are a salesperson, I strongly encourage you to lobby for attendance in a show like this. If you’ve never gone to a GRAPH EXPO show, try to make it there one year. So often, we work in a bubble. Going to a trade show gives you a chance to increase your knowledge and come away with instantly applicable ideas.

The PRINT 17 show starts the weekend after Labor Day. I’m coming in Friday night with a couple of family members (who love it when dad buys). Come by the Idealliance booth and say hello. Let’s talk about your sales challenges ... We can talk baseball ... Or football if you can stand hearing the “Tom Brady is the greatest of all time” statement that permeates all of New England.

Want more?

The video version of this sales tip goes into more detail. Click here or on the video below to watch: 

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Bill Farquharson can be reached at (781) 934-7036 or bfarquharson@idealliance.org