How can you connect with your clients and close those crucial deals?
In today’s increasingly digital market, being connected to one another via platforms like WhatsApp and general Emails is second nature. But what happens when that’s not quite enough to close that crucial deal? So often, an end-user will be reluctant to make a purchase without seeing the product in person, or even meeting the supplier face-to-face, and why not? Because it’s tough to electronically convey all the benefits of your products or services.
But rather than sending your sales team across the country, or globe to sell to clients one-by-one, why not invite them to you, or more specifically, to your stand at a trade show.
Imagine your booth like an open house, brand it how you want, display your key products and information for visitors and have your sales team there to close deals face-to-face. Statistics show that even with all the technology available to us, building business relationships in person means you’re more likely to close a deal faster and retain that customer for longer.
Exhibitions serve as an influential platform for companies, professionals and industry experts to share knowledge, network and facilitate key partnerships. They are an important part of marketing new products, direct selling, advertising, brand awareness and generating commercial development.
As exhibition organisers ourselves, we understand that, although it’s a crucial part, each trade show isn’t just about selling your products and pitching your services to clients. Exhibitions can offer great opportunities to gather market insights, to benchmark yourself against your competitors, to ensure you’re not missing anything and provide key networking. With a huge proportion of industry professionals in attendance, more often than not, a lack of presence can be detrimental to a brand from a consumer perspective.
We sat down with two of our long-standing Securexpo East Africa exhibitors to find out why they take part in the show each year and what their business strategies entail.
MATRIX COMSEC: One of the industry’s leading telecom and security solutions company.
For Matrix Comsec, why is it important to include Securexpo East Africa in your events calendar?
“Securexpo is a great opportunity to showcase our technologically advanced Security solutions. Our first time with this event helped us create a lot of brand awareness. This year we are coming with a greater boom of innovation and a wider range of products to showcase. It is important to include Securexpo in our calendar to establish networking and brand presence in East Africa.”
What opportunities has Securexpo East Africa opened for you?
“Matrix began its entry in the African market with Securexpo. With this event, Matrix has been able to create great brand presence. Participating in this expo has given Matrix a platform to present its insights about the range of solutions it provides. This helps us to cater needs of our customers and have reach in the market.”
For Matrix, what elements have you found useful from Securexpo East Africa over the years?
“We appreciate the conference sessions and speakers that take place during the event, it is a crowd-pleaser for exhibitors and visitors alike and also attracts more visitors. Also, we have our competitors in the exhibition which gives the customer a direct comparison ground for the quality and output of our products. This eventually gives us an overall benefit in the market.
This event has helped us gain some valuable dealers and channel partners who help us increase our sales in Africa and ensured our solutions reach the market. We also closed a lot of cases in the BFSI, Retail, Healthcare and Hospitality segments here in Africa.”
And lastly, do you have a specific sales strategy when it comes to exhibiting? If so, can you divulge any tips?
“When exhibiting, the strategy that we follow is to get in touch with the distributors and channel partners to increase awareness in the market beforehand and have good presence. We believe that the distributors and channel managers can help us reach the right end customers to generate leads.”
CENTURION: A leading South African supplier of an award-winning range of gate motors and other gate automation and access control products.
For you, why is it important to include Securexpo East Africa in your events calendar?
“For Centurion we see Kenya and East Africa as a huge emerging market.”
What opportunities has Securexpo East Africa opened up for you in the past?
“By introducing us to certain new decision makers for bigger projects. It also cements our existing clients who take the time to visit us.”
For you, what elements have you found useful from Securexpo East Africa over the years?
“Networking, getting market feedback seeing old and new clients. Branding and being visible. One of our first bollard deals came from a connection at the show.”
Do you have a specific sales strategy when it comes to exhibiting? If so, can you divulge any tips?
“Keep the stand open, have working samples / demos. Have technical knowledgeable people on the stand who also understand the market you are selling to.”
Stands are still available at Securexpo East Africa 2019, the No.1 exhibition and conference dedicated to the commercial, information, perimeter and homeland security, fire and safety markets in East Africa.
For more information regarding stand prices, floorplan availability please contact Ben Dale, our International Sales Manager at Ben.Dale@montex.co.uk or via telephone on +44 (0)20 7886 3048. Alternatively if you’d like to know any more information, you can visit our website at www.securexpoeastafrica.com.