Working a booth at a trade show can be such a powerful way to network, reinforce existing relationships, and build name recognition that I wanted to offer some trade show tips into making the most of the investment. The key is to find ways to encourage visitors to stop and comfortably begin building a solid relationship with you. Here is the first batch of trade show tips. I will offer more insight from on running a successful trade show booth over the following weeks.
CODE Trade Show Booth Tip # 1 Build rapport by being friendly and nonthreatening.
A smile goes a long way in welcoming people to visit your booth.
“Every business is built on friendship.” — James Cash Penney
CODE Trade Show Booth Tip # 2 Create the right first impression.
Stand and be interested in making contact. Do not sit, read, drink, eat, or smoke in the booth. Don’t just chat away with the people working the booth with you. This makes you less approachable.
CODE Trade Show Booth Tip # 3 Keep the booth looking sharp.
Do not let the booth get disorganized, cluttered, or untidy. Throw trash away. If skirted, the space under the table is a great place to store boxes and stuff. Many trade shows last weeks. Even if it is a lengthy show, do not let your booth get run down.
CODE Trade Show Booth Tip # 4 Avoid drinking alcohol or eating spicy or garlicky foods.
Bad breath is bad business – as is slurred speech and inappropriate behavior. You do not want to be remembered as the drunk guy, or halitosis girl.
CODE Trade Show Booth Tip #5 Ask open-ended questions — Avoid asking questions that can be answered with a yes or no. Create a list of questions to ask that begin with who, what, where, when, why, or how. This will stimulate thought and encourage conversation. Relate questions to the event, industry, product/service and its benefits, or to a specific situation.
Examples of Stimulating Questions:
What brought you out to the show today?
How could you see using this (product/service)?
How important is (benefit) in your present situation?
What are your most important needs in (situation)?
How familiar are you with our product/company/service?
Be careful not to overuse common and overused questions, like:How are you doing today?
Can I help you?
Are you enjoying the show?
Our new program: CODE Cracking for Trade Show Booth Success is now available. Contact us for Details.