“Every sale has five basic obstacles; no need, no money, no hurry, no desire, no trust.”
The late Zig Ziglar, an expert salesman and, in later life, a highly sought-after motivational speaker, identified these obstacles.
Each objection or obstacle is a marketing issue.
Marketing is needed in every business to create desire, explain the need, create affordability, and build trust in a brand or company.
The good news is that trade shows immediately eliminate three of the five objections.
- No need? A need must impel visitors to attend a show.
- No desire? See point No.1
- No hurry? Many visitors attend to find a solution to a problem in their business
Trust and money are a lot easier to solve when you have the first three things going for you.
Very best,
Want a comprehensive guide to using trade exhibitions to market your way to higher levels of sales and clients? See this page