Post on 22-Jan-2018
Trade Show Samurai SM
Honor Sales
Plant the SeedCapture the Lead
Solidify Your BrandCultivate ProspectsHarvest the Sales
=
Virtual Referrals
Plant the Seed
(be a familiar face)
Capture the Leads
(Samurai)
Qualifiedvs.
Qualifiable
Art of EngagementArt of IntrigueArt of Inquiry
Art of Disengagement=
Qualifiable Leads(lots of them)
The Art of Engagement
Engagement
Engagement
Coastline
Engagement
Engagement
Engagement
Engagement
Engagement
10 Feet: Acknowledge/Smile
Engagement
Engagement
5 Feet: Speak/Smile
Battle of Bonsai
Engagement
Engagement
Do you carry FreshLite
products?*
Engagement
No.
Engagement
Are you a retailer or a distributor?
Engagement
Retailer
Engagement
What types of products do you
specialize in?
Engagement
Hardware
Engagement
Have you heard about FreshLite?
Engagement
I’ve never heard of
you.
The Art of Intrigue
Intrigue
We make a light bulb
that cleans the air…
Intrigue
Really??How does it do that?
Intrigue
Hardware Retailer trailer…
Intrigue“The light bulb emits Anions which are ions similar to those emitted in nature by waterfalls. The Anions cancel out ions that cause odors, smoke, germs and allergens in the air. It is an LED light and lasts over 20 years under normal conditions.
FreshLite carries a wide variety of filtration products based on this technology. Our retailers have been successful with the product in a number of environments.
Hardware stores have historically been our best outlets. They find they fit nicely in both the lighting section as well as air filtration. Customers are excited about the product because it has the benefits of an air purifier at a much lower cost- about half that of an average filtration system. Plus, it fits in an ordinary light socket saving space.”
Intrigue
Ahhh… the “does it work”
question!
Hmmmm… does it really work?
Intrigue
“Absolutely, it creates an effect similar to what you might experience standing next to a waterfall. The clean air is created by the same reaction. We have a number of videos on our web site showing the bulbs clear out a smoke-filled room. It’s amazing.”
*pause*
I’d love to get some additional information out to you, do you have a minute to answer a few questions about your store?”
Intrigue
ok
The Art of Inquiry
✓Owner/Buyer
✓Hardware
✓Carries filter, allergy, light
✓Stocking, 10+ stores
Mike Moye
rSamurai ACE Hardware
mmoyer@samurace.com 773 426 6353
1210 Forest Ave
Lake Forest IL 60044www.samurace.com
X
X
XX
X
X
X X
X
X
X
X
These guys have a special allergy section in the
store which is right next to the air filtration
section. They have 11 stores in California that do
high volume in air filtration.
X
X
X
X
X
X
X X
S.U.M.O.(Samurai Uploading Marketing Outpost)
The Art of Disengagement
(The Tao of Tchotchke)
Disengagement
Disengagement
Disengagement
It was nice meeting you.
Please take our catalog. (or card
or squeeze ball or Yinyangle)
Disengagement
I’ll make sure someone from
our sales department
follows up next week.
Disengagement
If you want to talk to our sales department
sooner, here is the card for our
VP of Sales.
Disengagement
Thank you for stopping by!
Disengagement
Disengagement
Disengagement
Disengagement
Disengagement
Disengagement
Disengagement
10 Feet: Acknowledge/Smile
EngagementIntrigueInquiry
Disengagement=
Capture the Lead
Solidify Your Brand
(sponsorships & flags)
VisibleFrequentPositive
Sponsorships=
EventsProgramsSessionsMealsBagsEtc.
Flags=
Cheap (hopefully)
Bottled Water Trick
YinYangleTrick
TM
Patent Pending
The Branded Word-of-Mouth Trade Show and
Event Game
TM
Patent Pending
The Branded Word-of-Mouth Trade Show and
Event Game
Patent Pending
Hooray!Hooray!
Cultivate Your Prospects
Hank, Will, Carl
Hi Mr. Prospect, I’m Frank Lewis. Mike Moyer gave me your name. He said he met you in Boston and you mentioned that you were looking for a new strategy to approach trade shows.
Mike and I talked a little about your needs are we think that you might find our service interesting….
Plant the Seed: “Familiar Face”
Capture the Lead: “Four Core Arts”
Solidify Your Brand:“Flags”
Cultivate Prospects:“In the Loop”
Harvest the Sales:“Joe Schmoe gave me your name…”
Resources
• Consulting & Training
• TradeShowSamurai.com Virtual Dojo
– Online training
– Lead card templates
– Script samples
– Online help
mikedmoyer@gmail.comwww.TradeShowSamurai.com
Mike Moyer(773) 426-6353
NVL
• New Venture & Small Enterprise Lab
• Fall 2014 & Winter 2015
• 10-week project with a team of 4-6 MBA students
• Covers any business topics
• Action-oriented deliverables
• Structured class (meets weekly)
• Client review important part of grade