84% of trade show attendees have the power to recommend, specify, and/or make final purchasing decisions. The Do's and Don't of exhibiting at trade shows Make Your Booth The Best!

1. TRADE SHOWS
How to be the best presenter
8/3/2015

2. Show Attendance
84% of trade show attendees have the power to recommend,
specify, and/or make final purchasing decisions.
Make Our Booth The Best!

3. What’s wrong in this booth?
• Coffee Cups (2 people / 6 cups)
• Keep the booth area clean and professional

4. • 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.

5. • 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.

6. • 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.

7. • 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.

8. What’s wrong in this booth?
• Name Badge
Always wear your name badge.

9. • 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.

10. What to do with your hands
Hiding
Something
Standoffish
Protective Impatient
Threatening

11. 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.

12. 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.

13. 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.