BizNet OnLine Magazine, Setting The Trap

Setting The Trap
Where it pays to think like a hunter

BizNet OnLine Magazine prides itself on teaching business people that when it comes to getting and keeping customers you need to think of business as a farming experience and not a hunting experience. As a Farmer you plant your seeds to let the crops grow. You harvest your rewards over a long time. In hunting, Bam... It’s the quick kill. Then on to the next kill. Not very good for long term business growth.

But sometimes you just need to think and act like a hunter..... Setting your trap to lure them in.

When ever you have the business opportunity to display your goods (be it at a business expo or other event) the first thing you need to do is to get your display table noticed. This is where it pays to think like a hunter. The customers are in a room full of hunters, all with traps (displays) set to lure them in. So how do you get this room full of customers into your trap? Use the right bait!

Bait can take several forms, give aways (promotional items), Food, Sex (we have all seen trade show booths with scantily clad women), even Multimedia presentations.

Now I go to a lot of trade shows and I can tell you one of the best and cheapest baits I have seen is good quality chocolate candy. Bowls and bowls, of Mini Hershey Bars, Mars Bars, Milky Ways, Peanut Butter Cups.... you get the idea.

Everyone likes one or more of the above mainstream, name brand candies. And the bags of the Mini size are very low cost.

So, does this really work???? I was at a recent trade show for the Alarm Industry. At this show the organizer had a large room filled with display tables. The tables lined the perimeter of the room. The center area had tables for the attendees to sit at. There were also two open bars, and three Food Buffets. The food served ranged from Carved Turkey and Roast Beef, to Garlic Shrimp. So how did I do? Great! Even with the abundance of great food to be had, word got out that my table had some great candy!

Now, I was working this table for a Non-Profit trade group, and we did great. Person after person not only came over to get a piece or two, but we made sure they felt free to come back for more. Evey time they reached for the candy we had another chance to "Sell" them. Next to the chocolate the big draw was the breath mints (thank to the Garlic Shrimp). So, as you can see, it does not take a lot of money to bring them into your table, just some great candy, and lots of it.

Remember to make everyone reaching for your candy feel welcome. By making them feel very comfortable at taking the candy or even coming back for more you increases the chances of "bagging" your limit.

Remember that hunting thing. Any good hunter will tell you that animals can be very "skittish" and be frightened off easily. So, when using a food trap, don’t move in to soon. Let your prey feel comfortable and drop their guard.

Before your next expo, don’t forget to stock up on candy, lots, and lots of yummy candy.

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