How are trade shows and special events used for prospecting?
• Trade show is a large exhibit of products that are common to one industry; prospects walk into the booth or exhibit and talk with those who represent the exhibitor; sometime salespeople invite existing customers and prospects to demonstrate their newest products
• Easier to identify good products and actually close sales at a trade show; fewer sales calls are needed to close a sale.
• Special event can be a baseball game, golf tournament, reception for a dignitary, or charity event. Charity events serve as a venue for cultivating wealthy clientele.