Scout your Next Potential Solar Buyer in Trade shows

Solar industry in Australia is growing. One way to find, interact and engage with existing and potential customers for your solar business is through trade shows.

As a sales manager, I’ve attended different trade shows and I’ve noticed that most of the interactions were about product information. Some of them led to a deeper conversation, but most of the time, what exhibitors get is a simple nod from a potential customer before he walks away and proceed to the next booth.

Then one day, I was given a chance to be an exhibitor. I was a potential customer in all of the trade shows I’ve attended before. This time I wanted to apply what I’ve experienced as a potential customer and I’ve listed down what I want exhibitors to do and what not to do when a potential customer walks into your booth.

Don’t explain. Instead, create a conversation.  

It’s not enough if you have the best sales rep or how good your product is if you can’t capture the interest of your prospect. Time is gold! So don’t waste your time explaining about product information. Focus on your customers instead. In order to make sure if he’s worthy of your time and effort, ask questions and determine whether he’s a good prospect or not.

“ Do you have solar panel?”

“ How much are you paying for your electricity?”

“ Are you open to find out how to reduce your electricity bill?”

“ What did you do so far to solve your problem with your electricity bill?”

Related: What it Takes to be an Effective Solar Lead Generation Experts

Personalized your story. Don’t use the same sales pitch over and over again.

Not anyone has the same need. It’s best to relate your story on the need of your prospect. Customize your sales pitch with your potential customers that will make them nod their heads in agreement. How?

• Be direct to the point
• Make your story about them and not you

Related: Understanding Why Your Solar Leads are Not Converting

Empathize.

Your prospect’s emotions play a big role in their buying decision. Know and understand what’s important to your prospects. You can ask, “How can I help you?” Be a better listener.

Then, talk about how your solar panel can benefit him. You can use lines such as;

“ I understand where you’re coming from.”

“I’m sorry to hear that,”

Related: Can Social Media Help Generate More Leads for Solar Products?

Don’t tell them, show them!

Let your prospects experience how your solar panel works rather than explaining it to them. Not everyone is familiar how it looks like. So it’s best to show to them the features and benefits of your solar panel to your potential customers.

TIP: You can set up a demonstration area in your both to show it to anyone who walks in.

Trade shows provide great opportunities regardless what type of industry you’re into. As long as you know how to use it to your benefit, it can work wonders for your business.

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