Investing in a Trade Show to promote your business, products and services is huge. Your aim is to gain contacts, potential customers, network with fellow exhibitors and to ultimately get a return of investment on the money you spent to be there. So why is it so many business owners fail to leverage that time and look like they do not want to be there in the first place!
Yes, the days can be long and your feet ache dreadfully after standing on them for so many hours, but that time is short lived over all, and you need to put it to good use.
Excellent customer service should be continued from your place of business to the trade show environment – with no exception. People go to a trade show to gain knowledge, collect information – and very often make a purchase. Do not loose an opportunity of a warm lead or a sale! The following are key points you to make the interaction a positive one.
1. Stand and pay attention at all times. Sitting, slouching and playing with your phone is not conducive to being present.
2. Always gain eye contact. Interested individuals will take that as a sign of being interested and will want to engage with you further.
3. Have an opening line that will gain a customer’s attention and propel the interaction forward. Maybe a question that they cannot avoid answering.
4. Don’t eat or chew! Arrange for coverage so you can go and have a break. Nothing is worse than seeing an exhibitor sitting down with a packed lunch! You would not do it in a normal customer environment, so don’t do it at a Trade Show.
5. Smile! This is key to success in my mind. If you are smiling, you are being seen as open and welcoming.
Not every person visiting a trade show will want to stop and talk to you. However, if you treat your booth as you would your place of business, then you know you are giving it your best shot at gaining new customers and opportunities. If you know you are doing your best, and more, you will reap the rewards.
Just remember to have some Epsom Salts to soak the tired feet in the evening after the show!
Featured image courtesy of Adventures of Little