EXPO Booth-man-ship skills

Transcription

1 EXPO Booth-man-ship skills

2 EXPO Booth-man-ship skills 1) Be approachable, like-able and memorable 2) Speak First. 3) Stand up and meet each client. Make them feel welcome! 4) Make Eye Contact 5) Get Their name and use it during your conversation 6) Stop talking and LISTEN more! 7) Take good Notes

3 8) Use your GH Skills! EXPO Booth-man-ship skills A) Thank them for coming to the Morris Murdock Travel Show. Introduce your self and give them your card. B) State your Position and Proof statement to Build confidence. C) listen to find out what the benefit is for the client. Restate and use the Benefit during the conversation. D) Validate your client! E) Ask permission. Get permission to ask questions (move to needs Audit) or call them back next week after you have done further research. F) SNE! Don t make a promise you can t keep. If you say you will call Monday, make sure you call Monday!

4 EXPO Booth-man-ship skills Case Open Example Agent: Thank you For coming to our Show Today. My Name is Jane Doe and I work in our Orem office. I have been in Travel for 12 years, and I love to help people with their Travel. Here is my card. Did something catch your eye at the show today that I can help you with? Client: Yes, we are interested in a cruise and wondered what specials are being offered today. Agent: You have come to the right place for a good deal. Have you cruised before? Client: No, this is our first time. Agent: You have made a great choice. Cruising is so much fun, relaxing, and worry free, but the best part is it is a great value. With all your meals and entertainment included, you can t beat the price of a cruise. May I ask you a few more questions so we can find the best cruise for you?

5 EXPO Booth-man-ship skills 9) Be Prepared. Take time to study the specials before the show. 10) Have Plenty of Business Cards 11) Keep your table as clean & neat as possible. 12) Have breath Mints Handy 13) Smile and pretend you are having fun! Better yet Do have fun!!

6 EXPO Booth-man-ship DON Ts 1) Eat at your table. A drink is fine, but try to take a break to eat. 2) Interrupt or Ignore a Client 3) Appear Bored 4) Complain to Clients 5) Text or make personal calls in front of clients.

7 Amber Lee s Game plan: 1- Several weeks before the expo I advise people of it and send out invites. 2- Clients I know will book with me I advise them they don t have to book at the show to get the discount they just have to book with in that week. I do this so at the show I can get as much new business as possible of course I still have some of my clients want to do it there. 3- I clear my schedule from the Friday until the following Saturday so I can focus on expo. 4- I study all the promotions and offerings so I can be prepared to advise them at the show. 5- I try to come early so I can be prepared. 6- I grab a copy of all the important broachers so I can be prepared to show and talk about whatever vacation plan they want. 7- I try to use the urgency to book at the show or at the very least hold at the show. 8- When expo is on I rarely have a meal or take breaks I just focus on selling travel. 9- The Monday after expo I get back to everyone I have talked to at expo. 10- The week after expo I come early and sometimes stay late. 11- I always work the Saturday after expo and once we are closed I start invoicing usually staying until 6 or 7 at night. 12- New clients that call in the week after expo I offer the expo specials and try to get them to book immediately.

8 We all represent Morris Murdock Travel. Whether you are sitting behind a desk, walking around, eating lunch, or whatever you are doing, remember who you represent. Every single person at the show is a potential customer. Always be helpful & attentive to those around you. Be sure to smile and look for ways to make a positive difference in a guest s experience at our show. Kindness from one person will make a positive impact on a guest and they will be more likely to come back to us and recommend us to friends and family. Be professional and always use your best manners. YOU can make a difference!