Do you suppose "1 step 2 step" is a dance instruction for the two left-footed wannabe ballroom dancer? Or could it merely be an itemized list of the order of events necessary to successfully construct something? As it pertains to expo marketing-- it is both.
Though many sales gurus like to itemize the steps in the process to complete a sale, it seems that there is relatively great variation on how many actual steps there are. Some list 5, Aristocraft trains others 7. I've seen as many as 12 and as few as 4.
Apparently it's all a matter of perspective. Upon further investigation you will learn that the variances come up in how narrow or broad someone defines the step. For example: one expert may claim the first step in the sales process is to meet and qualify the prospect; while another declares step one to be 'greet' and step two to be 'uncover needs'. The number of steps itemized are not really all that relevant, but the completion of the process is of paramount importance when your success is tied to sales.
The beauty of expo marketing is being able to complete a couple of these steps quickly and efficiently. As we smile and shake hands we are starting to build rapport which paves the way to the next stage of qualifying the prospect. Spending 6 minutes with each contact gives you 10 chances an hour to initiate a new sale. A TV or radio commercial can't do that for you.
Some people will claim they can accomplish numbers like that by sitting at a desk and dialing the phone. I would have to agree they can make as many contacts but they're still a long way from the smile and handshake greetings.
So put on your dancing shoes and start the expo shuffle.
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