| Showcasing a company's products or services at | | | | way to interrupt the dialogue. Shake the person's |
| trade show booths is an effective marketing | | | | hand, thank them for their time, or have some |
| method that can result in leads, sales, and | | | | other method of signaling to the attendee that |
| consequently more money for the company. | | | | you need to move on to the next visitor. This |
| Because trade show exhibits can be such valuable | | | | 'pattern interrupt' method is needed so that you |
| marketing tools, it is crucial for exhibitors or | | | | do not waste all your time with a talkative booth |
| people manning the booth to be knowledgeable | | | | visitor. |
| about the best sales techniques to employ. Having | | | | Avoid Soft Sales And Be Professional |
| employees who are knowledgeable about | | | | At trade show booths, attendees have little time |
| effective selling methods will better ensure that | | | | to waste. They want to visit as many vendors as |
| their businesses will succeed in winning over more | | | | possible, so exhibitors need to engage these |
| customers and increasing revenue for the | | | | booth visitors quickly. Directly inform attendees of |
| company. | | | | the company's products and services so they can |
| Show Off Your People Skills And Ask the Right | | | | make up their mind. Avoid soft sale techniques, |
| Questions | | | | but also avoid delivering a standard sales pitch. |
| Anyone going into sales should, of course, be | | | | These can sound too prepared. Instead, try to |
| willing and able to talk to people. Exhibitors at | | | | tailor a sales pitch to each individual. |
| trade show booths should immediately greet | | | | First impressions are important in all areas of life, |
| booth visitors with eye contact, a friendly smile, | | | | especially in sales situations. Exhibitors must |
| and an open-ended question. Find out what they | | | | conduct themselves in a professional manner at all |
| would like to know about your product or service | | | | times. Show genuine interest in visitors to trade |
| to determine if they are a serious prospect that | | | | show exhibits, and never do anything to repel |
| could develop into a qualified lead. Doing this | | | | anyone. Remember to keep the area clean and |
| enables you to spend your time with attendees | | | | free of food and drink. Do not sit down or |
| that are potential customers, instead of those | | | | socialize with anyone (other than attendees) in the |
| who are not likely to buy the product. | | | | display area. Speaking with other colleagues sends |
| Continue asking open-ended questions of visitors | | | | out the message that you are uninterested in the |
| to trade show exhibits. While determining their | | | | event's attendees. |
| level of interest in what you offer, formulate your | | | | By engaging trade show booth visitors quickly |
| responses so that they are about how your | | | | with open-ended questions, directly informing |
| company can meet their needs. Make sure to | | | | them about how your business can help with their |
| keep the 80/20 rule in mind - you should be | | | | needs, and remaining professional at all times, |
| listening 80% of the time and talking only 20% of | | | | exhibitors will be able to more effectively sell to |
| the time. | | | | attendees. |
| To politely end the conversation, come up with a | | | | |