I have just come back from three days hosting an Expo/Trade Show. There was a great array of brands, products and services all displayed and promoted in different ways. It struck me that the most important thing was most over looked.
It wasn’t the booth set up, some of the simplest booths were extremely busy.
It wasn’t the give aways, samples or bowl of lollies on the table.
It wasn’t the price of the product or service as items of all prices were selling.
It was the “Engagement” process, how the exhibitor captured the attention of the visitor. Many of the expensive corporate booths had people walk past because the people on the booth were not focussed on attracting the people. Some smaller business owners were a bit shy and waited until people came to them. Yet there were some star performers who ALWAYS had someone at their booth, and nothing attracts a crowd like a crowd.
The same can be said no matter what you sell. The first step is to get the prospect’s attention, to get them engaged with you so they can discover what you are selling.
So no matter what you are selling, it could be a new idea to colleagues or a the idea of taking a holiday to your partner or selling the concept of staying off drugs to your kids or selling an actual product to your prospects, how will you engage with them? How can you put yourself aside and appeal to what is important or interesting to them?
That’s what is most important!