QUICK TIPS AND IDEAS

DRESS CODE!!

Dress comfortably and appropriately, you’ll be

there for quite a long time.

A fabulous product display can so easily be ruined by unprepared and un-groomed staff.

Be on TIME!Advantages: -Proper set-up with no rush or stress. -ensure all materials needed are available.

And…

Check for restrooms, refreshments, competition, make friends with neighbors.

Checking the Checklist…

DON’T CLUTTER YOUR DISPLAY

BUT DO OFFER SOMETHING FOR THE SENSES…

NEVER STAND BEHIND YOUR BOOTH.

Don’t wait for them to come to you…

…they expect YOU to come to them.

ENGAGE!

ENGAGE!

ENGAGE!!

DON’T POUNC

E!

Never Ask:

“Can I Help You?”

“What’s the weather like out there?” “Have you come far?”

“That’s a fabulous scarf/tie/shirt you are wearing!“"What do you make of

the exhibition so far?”. “How are you?”

Instead try asking…

TRY…“What drew you to this event today?

“Are you in search of anything in particular?”

“I saw you looking at ________ - can I ask what caught your attention?”

TELL THEM HOW IT CAN BENEFIT THEIR SITUATION.

QUALIFY YOUR VISITORSSome visitors may only be time-wasters, although you can never be too sure. You can’t know this until you engage with them and you most certainly can’t always judge by first appearances! Moreover, even if they may not be buying for themselves, they may still be buying for someone else. So however tired you are, however unengaged they may appear to be, let good manners and common courtesy always be your watchword.

Use gentle but direct questions…

“Can I just note which company you represent?”

“Does your company often do these types of events?

“Would you mind telling me your job title?”

“May I ask whom your org. uses at the moment to supply these?”

“Could I have your card?”

DO KEEP THE EXHIBITOPEN AS MUCH AS

POSSIBLE.

For a more inviting space

And an increase in traffic

DO

WEAR N

AME TAG

S

Identify yourself and your staff – for others to identify themselves to you.

SMILE! AND USE POSITIVEBODY LANGUAGE

DON’T place tables andCounters on the line.

This prevents more prospects from entering your booth during times it is overcrowded.

This will block the entry into your booth and cause the aisles to be jammed.

WHERE TO KEEP YOURBROCHURES AND

GIVE AWAYS…It’s important to have them visible for people to take…

But don’t lay too many out in the front, put some in the back, where when seen, must be asked for.

DON’T HIDE!!!!DON’T STAND BEHIND THE BOOTH OR TABLE….

This may give them the impression that, if they step in front of your booth or table, the salesperson will launch into a sales pitch.

INVEST 15% or more ofYour total budget on Pre – show Marketing

FACT: 76% of attendees arrive at the show with an agenda.

FACT: Attendees spend quality time with 26 exhibitors at a show.

(1/2 are scheduled appts. )

It can be the difference between a successful show, and watching people pass by.

Sources: Center for Exhibitions Industry Research CEIR

HIGH POINTChamber of Commerce

“Learn how to Make the Most of Trade Show Exhibiting” by Lee Filipe, Black Tie Events

Exhibitor Advantage

Center for Exhibition Industry Researchwww.ceir.org

TradeShow Coachwww.thetradeshowcoach.com

Tradeshow Exhibitors Associationwww.tsea.org