Boat Show 101 From a Newbie
Being new to sales and working the boats shows, I have learned a lot about the ins and outs very quickly, almost forcefully. Boats shows are not all fun and games. There is a lot of work that is put in by everyone in the booth. Salesmen become structural engineers for a day and setup crew for a day and then salesmen for three days then a tear down crew as soon as the doors close on Sunday.
One of the best parts of the shows is that everyone working the booth helps each other out. It is almost a family. All of the salesmen and women are there for the love of boats. If a potential customer has a question that you cannot personally answer someone else is willing to hop in to help you out at the blink of an eye, no matter how busy the booth is.
I also learned that people are very skeptical of anyone dressed in any type of work uniform. If they even think you are a salesperson you may as well be Lucifer. There were a few times that all I had to do was make eye contact to run people off. I thought I was doing something wrong so I asked one of the people working for Willy’s Marine and he just laughed and said “That happens all the time.” It just shows who is really a potential customer and who is there just to see the boats and kill time.
When the doors opened the first day I was very nervous. I didn’t want to waste my time talking to people that weren’t serious buyers. It turns out that its very easy to just ask people if they are looking to get in to a wakeboard boat. The people that say no normally start walking away immediately after they answer and the people that say yes stick around.
I was also shocked as to how many people only know what has been marketed to them. They hype create by boat companies really sticks in people’s minds. Many of the people that were looking into a boat to surf behind had never ridden behind any of the boats they were self-proclaimed experts on but they had all read every article written about the different boats. It was somewhat comforting that people were trying to educate themselves before coming to the show. However it was discomforting knowing that the advertising is what people are misled by.
By the second day of the show I figured out that people took me more seriously when I told them I was a rider rather than just talking to them as a salesperson. I was able to figure out a lot about what they really wanted when they felt I wasn't trying to sell them a boat. I was able to give people the information I have learned from experience behind each boat I have ridden and have people listen to me. Before I figured that out people just assumed I was trying to tell them this boat is better because I’m selling it.
If there is anything I could tell potential boat buyers, I would say don’t be afraid of salespeople. Not all of us are the typical used cars salesmen. I can’t speak for everyone at the show but for Jason and me, we ask questions to make sure we can give you the product you really want. A sale is only worthwhile if the customer is happy. Otherwise it becomes a hassle for everyone involved and nobody like when a customer is angry.
As fast paced and stressful as the show was I cannot wait for the next one. It is fun talking to everyone and even setting up and tearing down the booth. I can’t believe how quickly it went by. Next year is going to be a long wait.
