1. Survival of The Fittest 2011 EXHIB-ITor Series Sponsored by:

3. EXHIB-IT! Tradeshow Marketing Experts Our mission at Exhib-it! Tradeshow Marketing Experts is to go beyond just the tools of a great booth and graphics. We will teach you all the proven ways to turn that precious 3.8 seconds into a lasting and profitable relationship with your tradeshow visitors and customers. It's all about you and your objectives from exhibiting. 3.8 Seconds...

15. Show Stopping Displays! We have just THREE SECONDS to get their attention at a tradeshow-- so we need to make sure we are addressing THEIR NEEDS as clearly as possible. REMEMBER THE SIMPLER, THE BETTER!!!

27. Questions that Qualify Prospects Don’t spend unnecessary time with visitors you cannot help. Use the ACTION strategy to find your best prospects. A uthority: “What is your role in the company?” “ How are the decisions about new products made.” “ Who is going to have greater use for this product?” C apability: “Tell me a bit more about your company.” “ How many employees do you have?” “ Do you have a budget set aside for this upgrade?” T ime: “When do you want to proceed with this idea?” “ How soon should I contact you to set up an appointment?” “ When is the next open to buy?” I dentity: “What is your Name and Company name?” O bstacles: “Have you worked with our company in the past?” N eed: “What are you hoping to find at the show?” “ Tell me a little about your situation now.” “ Do you use this technology now?”

31. 93% of peoples' impressions of others are not directly related to what they say but how they say it. Birds of a Feather… The best staffers communicate in the prospect's style, not their own. Understanding different personality types: To be successful at shows, you must understand and recognize the personality type of the person you are talking to. Your goal is to determine their personality type so you can talk to them based on how they receive information. Each person has a primary personality type (80%) , and a secondary personality type (20%) . The goal is to determine their primary personality type within the first 60 seconds. Each person’s personality type can be recognized based upon how they act, dress, speak and move. We must know our own personality type to communicate successfully.

33. THE EAGLE DISC “ Red or also known as the High D” = The Dominant Bird Eagle . Inspire and Decide like an Eagle

34. The Peacock DISC “ Yellow or also known as the High I ” = The Influential Bird Peacock . Influence like a Peacock

35. The Dove DISC “ Green or also known as the High S ” = The Steady Bird Dove Be a Team Player like a Dove

36. The Owl DISC “ Blue or also known as the High D ” = The Conscientious Bird Owl Problem Solve like an Owl

38. Lead Information Card Be sure you ask Qualifying Questions from your own Industry and obtain critical key information from your prospect.

40. This information is confidential and proprietary to EXHIB-IT! Tradeshow Marketing Experts may not be reproduced or further disclosed to anyone other than EXHIB-IT! Tradeshow Marketing Experts and affiliates without written authorization. Questions? Thank You For Your Attention!