10 Things I Know About...Trade Shows
10. Beware of barriers
Avoid putting tables or other barriers the long way across the front of your booth.
9. Listen to your mother
Mom always said, “Don’t talk with food in your mouth.” Visitors do not want to be rude and interrupt you while you are eating. Leave the booth to eat.
8. Sitting may cost you
Visitors don’t want to make you get up, especially when they are “just looking”. If you are already standing, they are much more likely to engage you in conversation.
7. Talking may cost you
You are there to engage attendees not one another. If talking to your team, then face the flow of traffic and break off to engage prospects. Leave the booth to check your phone messages.
6. Handshakes are a powerful tool
With a smile and extended hand you can increase your leads by up to 50%. Your hand will be left hanging in the air on occasion, but it’s not personal.
5. Use their name like you know them
This is the easiest way to stop someone dead in their tracks. Name badges are your best friend at a show.
4. Give a gift
If you have a promotional item, make sure to hand it to them and not let them grab it from a pile.
3. Ask qualifying questions
Avoid benefit dumping. Have rehearsed questions designed to quickly find their pain.
2. Prepare a plan of action
It is critical to post-show follow up that you agree to the next step with qualified attendees before they leave your booth.
1. Move them along
Spending too much time with one visitor costs you multiple leads.
Check out Jason's video blog on "core messaging":
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