Sales Calls Guide
One of the most important ways of getting business from attending a trade show is through intense and thorough preparation beforehand.
It is important to have organised sales calls and meetings around the show. However, it is just as important to know how to make them successful.
How to Make the Most out of Organised Sales Calls
Location
Ensure the location of the sales calls fits your product in particular.
Language
Do you speak the native language? It is not always necessary but can be advantageous. Perhaps one of your sales colleagues speaks the language? Check with your contact in Fáilte Ireland if unsure.
Teamwork
Talk to the other members on your team and ensure a cohesive approach to your appointments – agree presentation timings, language spoken, giveaways to bring, who is bringing a laptop (if required).
Presentations
Most overseas sales calls will involve marketing Ireland first (normally done by a Tourism Ireland rep), then the particular region you are located in and lastly your product. Interested buyers will need to know not only what your product offers but also what amenities there are in the locality.
It helps to have a promotional sales kit. This can be a simple loose-leaf binder showing your product, the area, maps, prices, etc or a presentation on a laptop. Use good quality photographs, large enough to make an impression. Work out your presentation in conjunction with your sales kit and team. Keep your presentation to a maximum of ten minutes – check with Fáilte Ireland what the maximum time per appointment is.
What to Bring
Promotional DVDs and USB keys are now being used more frequently. Check with the Tourism Ireland market office if they have DVDs available for you to use.
Have a small supply of your brochures, sample itineraries and appropriate rate sheets for both the current and following year to leave with any interested contacts. Bring ample business cards.
You may wish to bring a little giveaway for your appointments, if so please liaise with your teammates.
Follow Up
After you return home follow up every sales call, answering any queries, confirming any agreements and thanking them for seeing you.