Product Description

This fun-to-read, Tongue-In-Cheek handbook of trade show selling skills, written by Matthew Hill, President of The Hill Group, covers the following topics (and many more):

*Besides Free Food, Why Go to Pre-Show Meetings?
*SMART Objectives, DUMB Ideas
*Personal Stretch Time: Being Pleasant
*Non-Violent Ways of Getting Attention
*Offending International Visitors
*Qualified or Time-Waster? - You're the Judge and Jury
*Disposing of Human Debris
*Your Demos Probably Suck
*Get Good at Visitor Manipulation
*Establish Your Own Escort Service
*A New Concept: Be Productive
*How to be a Trade Show Idiot

This book should be required reading for: Salespeople, Marketing People, Sales & Marketing Managers, Product Managers, MarCom People, and anyone else foolish enough to work a trade show.

Product Details

• Amazon Sales Rank: #892571 in Books
• Published on: 1996-09-15
• Binding: Paperback
• 120 pages

About the Author
This is Matt Hill s 20th year of providing exhibit staff training. He has trained over 40,000 from around the world. Some of his clients include Microsoft, eBay, Toshiba Medical Systems, Intel, Mastercard, Lexmark, Hewlett-Packard, Medtronic, Apple, and the U.S. Department of Commerce. Matt has traveled to England, France, Trinidad, Bulgaria, Holland, Switzerland, Dubai and Canada to deliver this program. Matt has published three books: his new eBook: The Top 99 Tips to Trade Show Success , "Trade Show Survival Guide and Do It Right in Front of an Audience. Prior to offering his own services, Matt was a marketing executive at Xerox Corporation. His career in sales spans over 25 years and includes managing a $4 million dollar, 250 person retail merchandise operation. He holds a BA degree in psychology from California State University, Northridge.

Customer Reviews

Get More Leads at Trade Shows
This book is full of very useful information on how to get viable leads at Trade Shows. But what is really unique about this book is how funny it is. This book is wacky and a hoot to read! I had many occurrences of "lol" (laughing out loud). It's easy to read, has lots of cartoons and some fun exercises.

As funny as it is, it's done deliberately to keep your attention so you can learn the process of working trade shows as effectively as possible. The author teaches an 8-step plan for getting leads and closing sales at shows. For example, I thought my main responsibility at a show was to give each visitor my undivided attention for as long as he or she had questions. Not so according to Matt Hill. I was ignoring other people, and possibly better leads, by not qualifying visitors in a more systematic way.

With budgets so tight for conventions these days, this book teaches you how to get the most out of trade shows. I find myself picking it up before I travel to each convention to make sure I'm in the right frame of mind to get the most out of each show. I bought copies for my employees as well. A gentle, fun reminder that their boss does expect them to bring back some viable sales leads.

Productive trade shows
This book presents ideas that help make a trade show more productive for any company. We ended up with many more qualified leads and our people spent time with customers who were ready to buy. I should mention that we also contracted The Hill Group (Matt Hill's company) to do some on-site training with our staff. The training was educational and fun.

If you are going to spend money exhibiting at a show, take a look at this book and make sure you are getting the most out of your investment. You should also consider his on-site training.