News

Standhaft bleiben

Verfasst von Peter Borstel

Besucheransprache erfordert Geduld

Ein Erfahrungsbericht von Peter Borstel

Auch ich habe mich über die Jahre mit unterschiedlichen Produkten und wechselnden Erfolgen als Aussteller betätigt. Natürlich waren die Erwartungen im Vorfeld immer sehr hoch und die Wirklichkeit vor Ort etwas nüchterner. Manchmal dreht sich aber eine vermeintlich verlorene Sache sehr schnell zum Positiven, wie ein Beispiel aus jüngerer Vergangenheit beweist. Mit meinem Roman „Oberursel Dreamin‘“ hatte ich mich auf der Frankfurter Buchmesse im Kleinstverlegerstand angemeldet. Das war mehr ein Auftritt für das persönliche Ego – um dort wirkliche Erfolge zu erzielen, waren die Streuverluste für dieses lokale Spezialprodukt aus dem Taunus einfach zu hoch. Ein paar Monate später ergab sich dann jedoch eine perfekte Gelegenheit, die Zielgruppe direkt zu erreichen: der Oberurseler Werte- und Wirtschaftskongress.

Gesagt, getan: An einem schönen Freitagmorgen stand ich nun mit meinen Büchern in der Lobby der Oberurseler Stadthalle. Schnell fand ich mich auf dem Boden der Realität wieder: Nach drei Stunden hatte ich kein einziges Buch verkauft und erst ein Gespräch geführt – mit der netten Reporterin auf dem Nachbarstand des Hessischen Rundfunks. Vielleicht lag es daran, dass alle Kongressteilnehmer ehrfürchtig zu den prominenten Rednern wie Daimler-Chef Dieter Zetsche und dm-Drogeriengründer Götz Werner aufschauten. Oder sich von Börsenlady Anja Kohl bezirzen ließen, die das Ereignis moderierte.

Irgendwann gab ich meine Zurückhaltung und meinen etwas abgelegenen Standplatz auf. Mit Erlaubnis des Veranstalters stellte ich mich näher an die Eingangstür zum Saal. Jetzt mussten mich alle Teilnehmer in den Tagungspausen oder beim Toilettengang gleich zweimal passieren. Und siehe da, schon kurz darauf verkaufte ich die ersten Bücher. Mit der Zeit kam ich mit immer mehr Menschen in Kontakt. Ich weiß nicht, ob es aus Neugier oder Mitleid für einen armen Buchschreiber geschah. Vielleicht lag es auch an der Bewunderung für die Standhaftigkeit – vermutlich war es eine Mischung aus all diesen Faktoren.

Die Redner kamen und gingen, ich blieb an meinem Platz stehen. Das sorgte für Wiedererkennung, ja sogar für eine Art menschlichen Anlaufpunkt, mit dem die Kongressteilnehmer gerne ein bisschen Small-Talk betrieben. Am Ende konnte sich das Ergebnis von anderthalb Tagen Ausstellungsbeteiligung sehen lassen. Einschließlich des „Nachkongressgeschäfts“ hatte ich mehr als 50 Bücher an den Mann oder die Frau gebracht – obwohl ich nach den ersten Stunden kaum noch daran geglaubt hatte und im Grunde genommen nur noch Haltung bewahren wollte.

Natürlich ist so eine kleine begleitende Ausstellung nicht vergleichbar mit großen Messen. Die Botschaft bleibt allerdings dieselbe: Es geht manchmal doch noch was, selbst wenn es zunächst nicht danach aussieht. Und mit der durch die Verkäufe gesteigerten Motivation und dem neuen Selbstvertrauen läuft plötzlich alles mit der nötigen Leichtigkeit.

Besucher verschaffen sich oft erst einen Überblick

Und noch eine Erfahrung habe ich als Aussteller häufiger gemacht. Manche Besucher verschaffen sich erst einen Überblick, um im Anschluss einzukaufen. So kann es beispielsweise auf einer Verbrauchermesse passieren, dass die Geschäfte morgens schleppender laufen. Da gibt es dann viel Dialog und wenig Bares. Auch hier ist Geduld gefragt. Später kommen die gleichen Leute und kaufen! Vorausgesetzt sie wurden gut informiert und freundlich behandelt.

Und was für eine einzelne Messe gilt, hat ebenfalls über einen längeren Zeitablauf seine Gültigkeit: Geduld! Des Öfteren bedarf es mehrerer Messebeteiligungen, um den Durchbruch zu erzielen.

KOMPAKT

  • Gefühlte Misserfolge zu Messebeginn sollten nicht gleich demotivieren
  • Manchmal muss beim Auftritt an Kleinigkeiten justiert werden
  • Jedes Gespräch kann später noch zu einem Abschluss führen

Über den Autor

Peter Borstel

Peter Borstel arbeitet seit 1991 im Messegeschäft, organisierte Messen im In- und Ausland. Er betätigte sich als Aussteller und Berater im Messebau. Seit 1. Januar 2004 ist er Chefredakteur des Messemagazins Trade Fairs International.

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