Know-How Exchange : Other

Lots of people have this problem. Usually because

1) they are looking to close a deal right away so they hard sell rather than ask questions and build a relationship

2) They talk to the wrong people...time wasters

3) They have no idea how to approach attendees

You have to treat/engage people like people. At the end of a conversation you should have an idea about the person's pain.

Michael

hi,
thanks for the reply and the links, i have found many links such as these. they are great for b2b. i am dealing with the general public and in particular brides they are so difficult to engage.
thanks again

If they won't set an appointment, they're simply not interested. Instead of trying for the appointment, ask them what specifically their needs are and LISTEN. Not to just what they say, but to what's important to them, their decision making steps, and priorities. Once you better understand their mindset, you can better figure out how your offering can help them. Until then, you're not having a sales conversation - you're having a sales monologue.

hi,
thankyou so much for your feedback, i have thought alot about your comments and have decided that by starting with light conversation until progressing to either an appointment or to sign up for our free newsletter. so by asking the correct questions without being pushy i should be able to find out whether it is worth going on and asking for an appointment or keeping it relatively light by offering the newsletter hopefully i will also get thier contact details so that i can follow up after the exhibition.
would you say that these are qualifying questions?
i am trying to grow my business but i don't want to appear too pushy. i am finding that i hand out lots of brochures but don't seem to get any leads. i keep wondering i must be doing something wrong.
i have an exhibition this weekend and would like to atleast get a couple of appointments out of it, hopefully i can convert these into sales.
thankyou again for your feedback.

hi karen,
great minds think alike i have just put together a wedding planner checklist, as a handout to brides who sign up to my mailing list.
i am so pleased to have found this site you have all been so helpful, can't wait to try out some of your ideas.
i will keep you posted as to how things go
regards
Cee

hi all,
just an update to let you know how yesterday went, i handed out lots of wedding planners, and also received some good contact details, so i will follow these up straight away.
again thankyou for all of your feedback. i may need more marketing advice in the future and i hope you don't mind if i call back again.
kindest regards
Cee