Must Do Trade Show Exhibiting List

Below are 10 "must do" items while hosting a trade show exhibit...
  1. Create the right first impression.
  2. Encourage visitors to want to spend time with you.
  3. Be friendly and non-threatening.
  4. Build rapport.
  5. Ask questions that stimulate thought and encourage conversation.
  6. Ask open-ended questions - beginning with who, what, where, when, why or how.
  7. Relate questions to the industry, product/service and its benefits, or to a specific situation.
  8. Avoid trite questions, such as: "Can I help you?"; "How are you doing today?"; Are you enjoying the show?"
  9. Practice, practice, practice.

    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?"
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