 Tips for a Successful Show |
Avoid Using Tables as Barricades
SUCCESS TIP: Leaving the center of the exhibit open will increase traffic by 25%. Place tables off to the side and always have an open entry.
Avoid Radar Vision
MISTAKE: The first thing reps usually do is look immediately at the visitor's badge to determine who the person is and whether the person is worth speaking to.
SUCCESS TIP: Make eye contact first, introduce yourself, and then look at the person's badge.
Avoid Stacking Brochures on Counters
MISTAKE: Usually, the exhibitor will stack hordes of brochures on the counters and attendees will walk by freely grabbing brochures and then dashing away with an armload of the company's brochures.
SUCCESS TIP: Displaying only one or two copies of a brochure is more likely to create a request from the visitor.
Avoid Stacking Give-Aways on Tables
MISTAKE: Piles of giveaways tend to attract bag-stuffers.
SUCCESS TIP: Display only one giveaway. It creates interest but reduces the "grab-and-run" effect.
Avoid Asking "May I help you?"
MISTAKE: When a salesperson asks "May I help you?", the most common response is "No, just looking."
SUCCESS TIP: Always ask the visitors how they are familiar with your product or company and what created the interest. By asking these questions, visitors are more willing to share information with you.
Avoid Being a Palace Guard
MISTAKE: Sales people will usually stand in the exhibit with their arms folded looking like a palace guard or a sentry protecting the display.
SUCCESS TIP: Always stand at least 3 feet from the displays or equipment. Be an observer and not a guard. Allow prospects to approach the displays without your interference.