Five Things Traveling Salesmen Should Have at Their Table

Going door-to-door or giving presentations in offices can be effective, but there are too many variables. Setting up a table at a conference or trade show allows you to control all aspects of the sales environment - presentation, literature, brochure holder placement, props. It also lets you relax, prepare, and eliminate all variables (except the clients, of course!). Don't relax too much, though. Stay on your game and use this list as a guide.

-Brochures
Give the facts here. Use easily digestible details with bulletpoints. Don't hype the product up too much; that's where your sales experience and gift of gab come in. The brochure's job is to contain all pertinent info: contact numbers, emails, product information, FAQs. Keep it simple, with a grabby cover. Don't let anyone leave without one!

-Brochure holders
This may seem redundant, but you'd be surprised at how many salesmen forget this critical item. Brochure holders don't just hold your brochures; they advertise them. The slight tilt provided by a brochure holder draws the eye and, in the event you're otherwise occupied, allows a potential client to get the information they need on their own. Get plenty of clear plastic brochure holders - both table and wall-mounted - and place them around your booth for maximum effect.

-Snacks
Everybody loves a snack. Gimmicky? Maybe. But it works. Most people feel bad about taking a snack and taking off, so it'll give you the opening you need to engage them. Fun-sized candy works, or you could go for something more unique - and tempting - like donuts or bagels. Whatever you choose, be sure they're located near the brochure holders.

-Activities
Conferences can be a real drag. Attract clients by offering some sort of game or raffle. A beanbag toss, putting green, or business card drawing will definitely net you traffic and, if you're lucky, a ton of contacts.

-Chairs
Just like brochure holders, chairs are so basic that people often forget all about them. Don't! Talking on your feet is good and completely necessary for the initial grab, but any deals should be conducted while seated. Chairs relax both parties and lead to increased retention.

These are the basics for any successful sales booth. Start with these, and you'll have a leg up on the competition. Oh, and don't forget business cards and pens!

Robert Tillson is a retired freelance writer from Los Angeles. If you have questions or are in need of more information regarding brochure holders, please visit PlasticProductsMfg.com.

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