10 Tips for Working A Trade Show by Kordell Norton
- 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
- 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.
- 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