I cannot count on two hands the number of times I have walked through a trade show and have heard the following (or something like it).
“You look like a good eligible candidate for some work on your gutters…..Can I ask you a few questions?”
I mean, really? I look like I need work on my gutters? That’s the pitch? Do you see me stopping to talk to you? Nope.
The consumer mind does not need a weak assumption or an incorrect hypothesis based on how they are strolling through a show. If I were pitching gutters this is how I would approach it.
“Excuse me sir. I know nothing about you except for the fact that you showed up at this show. Would gutter products be of any value to you?”
One way or the other the consumer is going to tell you something. They will either tell you about why they are at said show, or they will answer your question while making eye contact, which tells you that you are indeed relevant to them.
-EA
SALES. LIFE. SIMPLE. 