Maciej Wojcik’s Post

Since starting my business, I’ve exhibited at over 50 trade shows and spent over $400,000. Here are 5 things I learned about making a great sales offer: 1) Create a show special. People need a reason to buy during the show otherwise they can walk away and “think it over” without any consequences. 2) Make the special an amazing deal. This creates excitement and gives people the permission they need to justify buying now. I like to pair discounts with free bonus products that are worth a lot to customers but don’t cost the business very much. 3) Make it time-sensitive to create urgency. My best special is only available during exhibiting hours. My second special isn’t nearly as good, but it’s available for two weeks after the show. I found this an effective strategy for prospects who attend without the decision maker. 4) Offer a money-back guarantee and emphasize it during your sales pitch. This eliminates risk and creates an exit strategy for customers should they not like your product. 5) Value is more important than price. This might sound crazy, but I increased my offer from $99 to $399 and was able to get more customers. The $399 offer had a better discount and included free bonus products. This increased the value making the offer more attractive. The results? Sales at trade shows increased by over 300% which also allowed our sales reps to earn a better commission. We achieved a faster ROI which allowed us to redeploy capital into more trade shows. We went from barely paying off the booth to making trade shows an important part of our growth.