Hosting a trade show booth is a key way to interact with your existing customers and new potential leads. Use the below checklist to make sure you get the most out of your trade show experience.
- Prepare 3-6 engaging questions before the show, based on your industry or product offering.
- Create the right first impression. You know how the old saying goes... You only get one chance!
- Encourage visitors to want to spend time with you. You can accomplish this by being open and inviting.
- Be friendly and non-threatening. Always smile when you are in the booth.
- Build rapport. Relax and have fun! Be sincere, honest and most of all - be yourself!
- Ask questions that stimulate thought and encourage conversation.
- Ask open-ended questions - beginning with who, what, where, when, why or how.
- Relate questions to the industry, product/service and its benefits, or to a specific situation.
- Avoid trite questions, such as: "Can I help you?"; "How are you doing today?"; Are you enjoying the show?"
- Practice, practice, practice.
Following the above will help you to have a successful trade show and should help to generate many new leads for your business!
Examples of Engaging Questions:
Industry-related... Sample question: "What concerns does your organization have regarding (issue)?"
Product/service-related... Sample question: "How could you see using (product/service) in your organization?"
Benefit-related... Sample question: "How important is (benefit) in your present situation?"
Situation-related... Sample question: "What are your most important needs in (situation)?"
Sample question: "How familiar are you with our product / service / company?"
