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Tradeshow TrainingTHE PAY IT FORWARD COMPANY

`Why Conduct Tradeshows

Great Learning Ground For New Ambassador

• New Ambassador placed in environment to initiate conversation with prospects

• New Ambassador will learn how to handle the word “NO” – Goal is try for 100 No’s

• New Ambassador learns while listening to sponsor or team leader talk with prospects

• Opportunity to develop strong relationship and bond with your team!

`Why Conduct Tradeshows

Non-confrontational Way To Develop Retail Customer And “Opportunity” Leads

• Prospects attend because they have an interest related to the show theme

• Each Ambassador will generate 40 -50 “quality” leads per day (6 hours min)

• Get the prospect interested in targeted product then upgrade to the opportunity

• Great way to grow city and state

`Why Conduct Tradeshows

Cost Effective Way To Build Your Business!

• Average show will cost a team (of 4-5 ) $500 $600 per person for a 10 x 10 booth

• Return on investment is based on retail sales and enrollment packages

• Prospect could become your next star! What if you prospected the next Presidential?

*Additional cost based on marketing items

`Keys to Success

Plan an overview seminar within days of the tradeshow followed by a second event related to training and opportunity for prospects to invite guests. • Follow up within 48 hours!• Pre-select hotel or location within 20-30

minutes from tradeshow• If tradeshow is on weekend have the 1st

event next Tuesday or Wednesday night• Hand out an invitation to event after

entry form is completed• Require prospect to R.S.V.P. - Cannot attend?

Then set up one-on-one appointment

• Use the prize give-a-way as incentive to show up. Must meet in person to receive the prize. Everyone can be a winner!

• Set up another presentation & training on following Saturday morning.

• Plan on being in the city for 7-10 days or make sure to have qualified trainers available to help with the follow-up process.

`How to Find Shows

Searching For Tradeshows Or Fairs:

• Check city convention center website (List of all shows for the year)

• Chamber of commerce listings• Advertisements on billboards, in news

papers, radio and magazines

• Nutritional shows • Home based business or

Entrepreneur shows• Women's Shows

(http://www.dfwwomensexpo.com)• Wedding and bridal shows• Travel end consumer shows

Google Type Of Shows To Participate:

`How to Find Shows

Rule For Selecting Shows To Participate

• Find tradeshows that fit your demographic

• Attendees with dispensable income

• Try to select shows located within driving distance of local support

• Free admission shows• Home and garden• Not related to what your promoting• Any tradeshow that the booth

cost is more then reasonable return on investment

Shows Not To Work

`Getting Started

Register your tradeshow: All tradeshows promoting Zilis must be pre-registered with compliance

• Go to your back office and find the tab called “tradeshows”

• Read the policies and procedures• Check the calendar to see if anyone else

reserved show of interest• Complete the show reservation form

and submit for approval• Compliance will follow-up with

approval email

• Your approved show will be listed on calendar

• Register with the tradeshow company (as Independent contractor)

• Standard show fees: Booth space 10 x 10 is standard

• Electrical & Internet (optional)

`Materials & Selecting Your Team

All Materials Used Must Be Approved By Company• Stand up backdrop • Silent salesman • Display banner for table

or backdrop • Display case (used as stand)• Table top display• Brochures or other

promotional items

• Positive attitude with personality and dependable

• Well dressed & groomed (wearing company shirts is good for uniformity)

• One person designated as team leader (the person that registered the show)

• Make sure one person has rank and proven success – Knows the program!

Select A Team That Is Local With Mixed Experience

8/16/17 10

Materials Available NowAccess your Back Office or www.ZilisTools.com

`Support Materials & Lead Generation

Support Materials:• Lead box • Pens • Clip boards • Business cards • Stapler • Lap Top (optional)

• Drawing or give-a-way • Offer several prizes • Grand prize and other options

*An hour massages (www.spafinder.com)*Gift cards for movies, restaurants,

amusement parks ($25-$50)*Give-a-way other Zilis products your

promoting at your booth*Cancun 3/2 all inclusive certificate

(Everyone is a winner)

Lead Generation:

`Generating Booth Interest

Positioning And Display • Consider paying extra for corner booth• Position near main entrance and food court • Offer samples, candy, mints or other

low cost goodies • Advertise drawing for incredible prizes and

“everyone is a winner” • Keep your booth open (no table in front) • No sitting have everyone standing and

“fishing” for prospects

• No need for TV or computer set up

• No presentation at the booth, take prospect to food court tables

• Do not talk about things you are not 100% informed about

• No bashing other companies but reference differences

Do Not

`Lead Generation Form

Objective Is To Generate “Qualified” Leads Lead registration form example

Ask the following contact questions on your registration form• Name / City / Phone (area code) / Email Ask pre-qualifying questions: (Circle or check box)• Are you employed? Self / Job / Retired Occupation• Is your health important to you? Yes / No• What product(s) do you have an interest

Hemp/Arterosil/Travel savings/Skin care • Interested in making extra income? Yes / No

If yes: How much extra per month?

`Maximize Your Results

Success Tips:• Write your name on the back of your

own leads and place in the lead box• Write reminder notes if the lead was

quality or had specific interest• Document the results

-Numbers generated & document interest (product, opportunity or both)

• Follow up with your leads 24-48 hours• Make everyone a winner and require to meet to receive prize • Only conduct one tradeshow per 90 days per team

`More Do Not’s

• Do not talk too much as you are there to get as many leads as possible

• Do not represent yourself as an employee of Zilis

• Do not cross prospect other tradeshow vendors or for other businesses

• Maybe collect business cards and place your card in their drawing

• Do not hand out expensive materials • Make black and white copies • Professional package only for hot

leads reserved under the table• Try to keep local and not travel

out of home market

`Duplicate Team Leaders

Imagine your team becoming team leaders!Generate an average of 70 qualified leads per person (5) pre show

70 x (5) = 350 leads x 5 = 1,750 leads per quarter or 7,000 for the year!Closing business opportunity percentages average 10% = 700 new Ambassadors

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Have Fun and Great SuccessTHE PAY IT FORWARD COMPANY