Slides from Mike Moyer's Trade Show Samurai seminar

1. Trade Show Samurai
SM

2. Honor
Sales

3. Plant the Seed
Capture the Lead
Solidify Your Brand
Cultivate Prospects
Harvest the Sales
=
Virtual Referrals

4. Plant the Seed
(be a familiar face)

7. Capture the Leads
(Samurai)

8. Qualified
vs.
Qualifiable

9. Art of Engagement
Art of Intrigue
Art of Inquiry
Art of Disengagement
=
Qualifiable Leads
(lots of them)

11. The Art of
Engagement

12. Engagement

13. Engagement
Coastline

14. Engagement

15. Engagement

16. Engagement

17. Engagement

18. Engagement
10 Feet: Acknowledge/Smile

19. Engagement

20. Engagement
5 Feet: Speak/Smile

21. Battle of Bonsai

22. Engagement

23. Engagement
Do you carry
FreshLite
products?*

24. Engagement
No.

25. Engagement
Are you a
retailer or a
distributor?

26. Engagement
Retailer

27. Engagement
What types of
products do you
specialize in?

28. Engagement
Hardware

29. Engagement
Have you heard
about FreshLite?

30. Engagement
I’ve never
heard of
you.

31. The Art of
Intrigue

32. Intrigue
We make a
light bulb
that cleans
the air…

33. Intrigue
Really??
How does
it do that?

34. Intrigue
Hardware
Retailer
trailer…

35. Intrigue
“The light bulb emits Anions which are ions similar to those emitted in nature by
waterfalls. The Anions cancel out ions that cause odors, smoke, germs and allergens in
the air. It is an LED light and lasts over 20 years under normal conditions.
FreshLite carries a wide variety of filtration products based on this technology. Our
retailers have been successful with the product in a number of environments.
Hardware stores have historically been our best outlets. They find they fit nicely in
both the lighting section as well as air filtration. Customers are excited about the
product because it has the benefits of an air purifier at a much lower cost- about half
that of an average filtration system. Plus, it fits in an ordinary light socket saving
space.”

36. Intrigue
Ahhh… the
“does it work”
question!
Hmmmm…
does it
really
work?

37. Intrigue
“Absolutely, it creates an effect similar to what you might experience standing next to a
waterfall. The clean air is created by the same reaction. We have a number of videos
on our web site showing the bulbs clear out a smoke-filled room. It’s amazing.”
*pause*
I’d love to get some additional information out to you, do you have a minute to answer
a few questions about your store?”

38. Intrigue
ok

39. The Art of
Inquiry

41. ✓Owner/Buyer
✓Hardware
✓Carries filter, allergy, light
✓Stocking, 10+ stores

43. Mike Moye
rSamurai ACE Hardware
mmoyer@samurace.com 773 426 6353
1210 Forest Ave
Lake Forest IL 60044
www.samurace.com
X
X
X
X
X
X
X X
X
X
X

44. X
These guys have a special allergy section in the
store which is right next to the air filtration
section. They have 11 stores in California that do
high volume in air filtration.
X
X
X
X
X
X
X X

45. S.U.M.O.
(Samurai Uploading Marketing Outpost)

46. The Art of
Disengagement
(The Tao of Tchotchke)

48. Disengagement

49. Disengagement

50. Disengagement
It was nice
meeting you.
Please take our
catalog. (or card
or squeeze ball or
Yinyangle)

51. Disengagement
I’ll make sure
someone from
our sales
department
follows up next
week.

52. Disengagement
If you want to talk
to our sales
department
sooner, here is
the card for our
VP of Sales.

53. Disengagement
Thank you for
stopping by!

54. Disengagement

55. Disengagement

56. Disengagement

57. Disengagement

58. Disengagement

59. Disengagement

60. Disengagement
10 Feet: Acknowledge/Smile

61. Engagement
Intrigue
Inquiry
Disengagement
=
Capture the Lead

62. Solidify Your Brand
(sponsorships & flags)

63. Visible
Frequent
Positive

64. Sponsorships
=
Events
Programs
Sessions
Meals
Bags
Etc.

66. Flags
=
Cheap (hopefully)

67. Bottled
Water
Trick

69. YinYangle
Trick

70. TM
Patent Pending
The Branded Word-of-
Mouth Trade Show and
Event Game

71. TM
Patent Pending
The Branded Word-of-
Mouth Trade Show and
Event Game

72. Patent Pending

74. Hooray!Hooray!

75. Cultivate Your
Prospects

77. Hank, Will, Carl

79. Hi Mr. Prospect, I’m Frank Lewis.
Mike Moyer gave me your name.
He said he met you in Boston and
you mentioned that you were
looking for a new strategy to
approach trade shows.
Mike and I talked a little about your
needs are we think that you might
find our service interesting….

80. Plant the Seed: “Familiar Face”
Capture the Lead: “Four Core Arts”
Solidify Your Brand:“Flags”
Cultivate Prospects:“In the Loop”
Harvest the Sales:“Joe Schmoe gave me your name…”

81. Resources
• Consulting & Training
• TradeShowSamurai.com Virtual Dojo
– Online training
– Lead card templates
– Script samples
– Online help

82. mikedmoyer@gmail.com
www.TradeShowSamurai.com
Mike Moyer
(773) 426-6353

83. NVL
• New Venture & Small Enterprise Lab
• Fall 2014 & Winter 2015
• 10-week project with a team of 4-6 MBA
students
• Covers any business topics
• Action-oriented deliverables
• Structured class (meets weekly)
• Client review important part of grade