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Trade Show Do's and Don'ts

 

Do's and Don'ts for Working in a Trade Show Booth

Do's

  • Know your products
  • Know your display
  • Know specifics (theme, promotions etc.)
  • Be on time for your shift
  • Have a firm and friendly handshake
  • Keep booth neat, vacuum floor
  • Keep cabinet and closet doors closed
  • Be prepared to exchange business cards
  • Smile!!! Be friendly.
  • Come well rested, prepared to sell.
  • Be well groomed, hair, hands, personal hygiene, clothing
  • Dress conservatively and in good business taste
  • Watch your body language
  • Use good posture
  • Stand off to the side
  • Carry workable pen at all times
  • Refer to each visitor by name
  • Evaluate the performance of other staff members
  • Solicit suggestions re your performance
  • See the show
  • Gather information
  • Pick up a registration list
  • Give feedback
  • Greet those passers-by with good eye contact and voice invitations to visit
  • Acknowledge prospect even if engaged
  • Limit presentation to 6-7 minutes; develop interaction
  • Ask open-ended questions
  • Weave qualifying questions into conversation: buying authority, time frame; budget, etc.
  • Ask follow-up questions
  • Pay attention to visitor's answers

Don'ts

  • Don't give visitors ANY reason not to make contact with you
  • Don't bad mouth the competition
  • Don't use acronyms or company buzzwords
  • Don't use specific names and applications without permission
  • Don't divulge R&D efforts
  • Don't talk about new products (if they are not ready for release)
  • Don't weigh down attendees with printed materials
  • Don't let a prospect leave without getting pertinent info
  • Don't give more than two minutes of your time to unqualified visitors
  • Don't leave the booth unattended
  • Don’t focus on your laptop or Blackberry
  • Don’t have your back to the audience
  • Don’t spend time with fellow booth workers
  • Don't sit
  • Don't eat, drink, or chew gum in the booth
  • Don't stand behind or lean on tables or counters
  • Don't cross arms or put hands in pockets
  • Don't stand too close
  • Don't place anything between you and the prospect
  • Don't let eyes float around, stay focused on the prospect
  • Don't let the surrounding distractions catch your eye
  • Don't leave personal belongings in the booth
  • Don't have cell phones on while on booth duty
  • Don't use phones in the booth
  • Don't interrupt