Tips to HelpControl the Trade Show Booth Clown

Katherine ParkerProxima B2Bkparker@proximab2b.com

Introduction

Denise, trade show sales person extraordinaire, is:

organized, has her subject matter sewn up and prepped into brief bits.

She has non-obtrusive qualifying questions ready to sort those who are interested in PurpleHat from those who really want one of the cool purple

hats

In short, Denise is the sales leader you want representing your company at any convention, conference, or annual meeting.

A Busy Booth Should Build Sales after The Meeting

Denise Has a CEO Causing Her Clown control Issues at This Season’s Events

• What is a trade show clown? Here are a few of the symptoms:

• CEO drives traffic away from the booth with his loud antics and aggressive approach

• Buttonholing of every passing human keeps the sales team from sorting the traffic visually or verbally for qualified visitors

• The booth clown exempts himself from all the badge swiping and booth visitor tracking systems

• Good leads are likely to leave with a hat and no real sales contact

The Sales Costs of the Tradeshow Booth Clown:

• A mountain of non-leads mixed in with the golden opportunities

• Were leads who were scheduled to stop by to meet their rep and demo the software allowed near a computer by Mark?

• Visitor is greeted with a howler from the CEO cheat-sheet of inappropriate and irrelevant ice-breaker humor

• Determined prospect likely to get the life story of how Mark built “his baby” rather than driving a buying decision

• Demoralized sales staff --- Booth clown: “if they handled booth duty like I do, they’d be out buying boats with their fat commission checks.”

What is the solution for the booth clown conundrum?

• Set up a VIP hotel suite for offsite meetings for the booth clown during key exhibit hall hours

• Gently cue someone in the company, who has influence with your tradeshow booth clown, to your situation.

• The influencer may just be able to get him to tone down the circus act.

• Since the most likely candidate for clown is the regional guy from Sacramento, the founder, CEO, partner, or the lucky brother in law, the no-training needed, Business Dishevelment director, the best solution may be a new sales position.

Clown Control Issues Can Empty a Busy Booth

What is the solution for the booth clown conundrum?

• It’s worth considering whether it is time to take your highly valuable, productive, and marketable skills elsewhere.

• ProximaB2B is hiring experienced road warrior technology salespeople.

• If you join ProximaB2B you’ll meet Denise. She’s on our client’s booth team, now.

What Happens to The Tradeshow Clown and his Company?

• For a real booth clown, staying home is the very best way for him to handle trade show booth traffic.

• A true booth clown CEO will find a way to have his three days in the exhibit hall spotlight

• But most often, we see the booth clowns graduate from driving away booth traffic to driving away top sales talent.

• Tradeshow clown then decides that trade shows are a “waste of hard-earned money and time.”

ProximaB2B has a Structured System for Creating Booth Bonanzas

• Attend various conventions, industry meetings, trade shows, and conferences, in all of our major core subject matter and technology areas of expertise.

• During convention season, ProximaB2B sales leaders are traveling virtually full-time.

• The ProximaB2B team has a structured system for making each convention visit effective and efficient.

• We would be happy to share our system with anyone who wants to give it a try.

ProximaB2B offers outsourced trade show staffing and booth contact optimization services that a few wise sales managers have used effectively to keep the booth clowns away from the exhibit

hall.

ProximaB2B

• Proxima B2B is an outsourced sales solution for growing companies.

• Proxima B2B works on performance

• Proxima B2B has lots of places you can look to find additional resources about us and our sales systems and strctures

• www.proximab2b.com

• https://www.facebook.com/pages/Proxima-B2B/1571607873120625

• http://professionalsalesb2b.blogspot.com/

• http://proximab2b.blogspot.com/

• http://proximab2bhiring.blogspot.com/