04/18/2023

TRADE SHOWSHow to be the best presenter

Show Attendance  

84% of trade show attendees have the power to recommend, specify, and/or make final purchasing decisions.

Make Our Booth The Best!  

What’s wrong in this booth?

• Coffee Cups (2 people / 6 cups)• Keep the booth area clean and professional

• Don’t Clump Up• No cell phone usage• Focus on attendees

What’s wrong in this booth?

Always face traffic, attendees are more likely to approach you if you acknowledge their presence.

• When on duty be on duty• Always look professional

What’s wrong in this booth?

Be alert and standing, if you need to sit turn a chair around and lean against the back of the chair.Stay off your cell phone.

• Don’t eat in the booth

What’s wrong in this booth?

Eat away from the booth, attendees are reluctant to interrupt staff that are eating. Only take what time is needed when on break, so you can get back and allow someone else to go.

• Stand when talking

What’s wrong in this booth?

Stand when talking to a customer to make proper eye contact. Avoid having a barrier between you and the person you’re talking to.

What’s wrong in this booth?

• Name Badge

Always wear your name badge.

• Don’t focus on the name tags when meeting someone

What’s wrong in this booth?

It is better to make eye contact, introduce yourself, and shake hands. Rather then stair at someone's chest to read their name.

What to do with your hands

HidingSomething

Standoffish

Protective Impatient

Threatening

What to do with your hands

Suggestions: hold your tablet, a pad of paper, literature, a coffee cup from the show (not a cold beverage, this will make your hand cold and clammy when shaking hands), a pen, or even a rubber band.

80/20 Rule

Remember the 80/20 rule – listen 80% of the time and talk 20%.

Listen to the customer. Process what they want to know, then respond with relevant information, then ask if you’ve adequately answered their question.

Try to avoiding “Um” and “Uh” this makes you seem less knowledgeable, instead take a breath or just

pause before speaking, this is perceived as you’re collecting your thoughts for a proper response.

Leads

Always take notes, after a possible lead take a minuet or two to write complete notes on the interaction and

what the next step needs to be.

• Leads Name/Company

• Leads product / industry / questions

• What action needs to be taken

Follow-up on leads!

Do Not write on the customers business card, in some cultures this is considered very rude. Except the business card with both hands and after reading it place it in your left shirt pocket.