10 Tips for
Working A Trade Show
by Kordell Norton
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IT IS all about
smiles, warmth, and sincere interest in others and what they think. If you
can't be happy, smiling and willing to step up and actively reach out and meet
others, then do some mental adjusting
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Everyone is a
potential customer . . . attendees, other exhibitors, etc. Be careful with
pre-judgments and eliminating people according to looks, dress.
-
You need to
collect their business cards. Write notes on the back of their card reminding
you of what you talked about, what you were going to do with them, and the
actions that need to occur upon your return to office. Put the prospects card
in one pocket and yours in the other.
-
You have 3
seconds to get attention and capture their attention. You can't really sell
anything in 3 seconds. In that time you had better have a powerful attention
getting question that will cause them to stop and talk.
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Don’t use
“closed ended” questions. Connect with a "concept" type message that will
cause them to answer with more than a yes or no.
Example: “What product/service are you looking for at this event?”
-
Have an escape
buddy in your booth and a "help me" signal. When you get bogged down by
someone who wants to share vacation stories, you pull your ear (your signal
for help) and your escape buddy comes and interrupts the conversation so you
can gracefully breakaway.
-
If you are
talking to friends and acquaintances. . . . You’re probably doing it wrong. A
trade show allows you to meet new prospects and forge new relationships.
-
Breath mints
anyone.
-
79% of all
trade show leads are not followed up on. . . . Get a “lead buddy . . Exchange
cards and call each other in 2 weeks to check up on each other.
-
Have fun.
People walking by your booth can tell if you are having fun and will be
attracted.
About
Kordell Norton - The Top Line Guy
Your organization has a strong
interest in the "top line" for growth. As a consultant, speaker, author, Kordell
Norton works with corporate, association, education and government organizations
who want to focus on branding, sales, marketing, strategic planning/leadership,
team building, and customer service.
Kordell was an executive with
several multi-billion dollar corporations with executive suite positions in
sales, HR, marketing and call centers. As a certified Graphic Facilitator, he
uses highly visual processes, along with humor, and entertaining methods for
powerful, high energy presentations.
Author of Throwing Gas on the
Fire - creating drastic change in Sales and Marketing
He can be reached at (330)
405-1950 or at
kordell@kordellnorton.com or at his website - www.KordellNorton.com