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How To Cross-Sell Customers At Trade Shows With Our Interactive Trivia Game

Maybe you exhibit at trade shows to boost awareness.  Or maybe your goal is to generate new leads.

But if your B2B company has been around for years, or you have considerable market share, your trade show goal may be all about maintaining and expanding your sales with your existing customers.

And while our Challenge Bar Trivia game can help you boost awareness and generate leads, it’s particularly adept at helping you cross-sell to customers you already have.

Three sad realities about repeat sales

Here are three sad realities about generating repeat sales at trade shows:

  1. The first sad reality is that when your company introduces a new product, your busy B2B sales people simply don’t have the time to call all their clients to alert them.
  2. The second sad reality is that your client may have bought from you because they were trying to solve a narrow problem. That client doesn’t know all the other products you have that may be a perfect fit for them – yet they’ve built a mental picture of your capabilities limited by their initial purchase.
  3. And the third sad reality is, that when your clients see your booth at their industry trade show, they likely think, “Oh, I know what they do already, I don’t need to visit them.”

Combine those three sad realities together, and you get a lost opportunity to generate repeat sales from your trade show exhibiting – and drastically boost your company profits.  That’s because, according to Bain & Company, a 5% increase in customer retention can boost your profitability by 75%.

How our interactive trivia game can boost cross-selling

However, when those under-informed existing clients see our interactive trivia game in your booth, they will say to themselves, “Hey, that looks like fun, I bet I know enough about them to win prizes and get my name on the big Leaderboard!”  And so, they enter your booth to play trivia.

When you know that your booth visitors are likely to be lots of existing clients, you can write your trivia questions to mostly be about your newest products (and what new capabilities they offer), and questions about your broad product offerings (products that fit best the segment of attendees at that show.)

As they play, your client booth visitors will be driven to learn about your new and other products they didn’t know existed, but may well serve problems they currently have.  That’s because, in order to score higher, your booth visitors will often ask your nearby booth staffers the answers to questions they aren’t sure about.

Digital trade show games help B2B salespeople

Think about it: Clients who would have walked by your booth (“I know them already”) are instead in a conversation with your booth staffers asking about the new products and other complementary products you offer, that they didn’t know existed.

This extremely positive outcome is why, if your goal is to generate repeat sales via cross-selling and up-selling existing clients, our Challenge Bar Trivia game is a winner for you.

If you’d like to see more about how you can drive more booth traffic and capture leads with our fun interactive trade show games, feel free to contact us with questions or to discuss your event with one of SocialPoint’s Digital Strategists. We’ll help you generate a serious increase in excitement, crowds, and leads.

 

 

Written by

Samuel J. Smith is a thought leader, researcher, speaker and award winning innovator on event technology. In 2011, BizBash Magazine added Sam to its annual innovators list. Since then, Sam has won awards from Exhibitor Magazine, IBTM World, RSVP MN, International Live Events Association and MPI for innovation in event technology.

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