B2B · B2B product

The one thing you recommend for a sucessful trade show

James Pagni Owner at CeramicSmokeware.com

January 6th, 2017

I have been a vendor at 3 trade shows and have listened to audios about many b2b shows/sales. I have little money so I am going to this show with lack of materials and signage. I feel comfortable selling my niche product but my prospective customers have had bad experience selling similar products that were poorly made and nothing like what I create. So what is the one thing you recommend me doing with what I have when it comes to selling a niche product to an unsatisfied audience?

(I sell ceramic pipes within a dominated glass pipe market place. The trade show is champs trade show and I don't have a booth just a 4 foot table in the middle of the show next to the main attraction) (also I am capable of selling to distributors, maybe should I go speak with distributors who have booths at the show?)(walk the floor looking for customers?)

Thanks for you time and I welcome all feedback.

James P


James Pagni Owner at CeramicSmokeware.com

January 7th, 2017

@jessica Magoch I have heard of this and experienced it too, well so I thought I had(I will be sure to bring a notebook with a page for all future prospects and write what they wanted and when we can schedule a meeting). But just saying that is one thing and executing a way to connect after the show is another thing. So what advice do you have for when I am speaking with a prospective client whom I believe will benefit from my product but doesn't want to commit because it is something new or unknown?

Jessica Magoch Sales doesn't have to be a dirty word. Get more clients without being icky, sleazy, or just plain annoying.

January 6th, 2017

Hey James..

Think of the trade as a marketing opportunity, not a sales opportunity. The purpose of a trade show should be to generate interest about your product.

Therefore, focus on developing relationships and either setting up follow up appointments on the spot for a sales meeting, or at least get their contact info to follow up. It's really about what happens AFTER the trade show that makes it valuable.

So if there is one thing you should do, is bring a paper and pen to record contact info of everyone you speak with so you can follow up later.