Before the Show:
- Complete the Expo 2017 Exhibitor Checklist to ensure you are prepared for the show.
- Review the Exhibitor Services Manual from GES to arrange shipments and order booth related items. It contains information to help keep you stress-free at the show.
- Prepare 3-6 engaging questions to ask customers.
- Determine your main message. Make it a single, memorable statement.
- Pack a supply box with things like scissors, tape, paper clips, business cards, and other supplies.
- Visit your booth like an attendee would, and note your impression/experience.
During the Show:
- Establish a dress code for your staff – avoid things like shorts and flip flops. It they look professional, they will act it, and better represent your company.
- Have open body language. People can read attitude and closed body language.
- Stand in your booth, don’t sit.
- Always greet people with a genuine smile and show enthusiasm for your product/service.
- Keep your booth neat and clean. Store excess materials under the draped table or behind the curtain.
- Set up your booth so people can enter it. Don’t just sit behind a table.
- Have a prize drawing or contest to get people to your booth. This gives you an opportunity to gather names for you database.
- Give away a promotional item that they can use at the show such as luggage tags, hand sanitizer, customized notepads, or other items.
- Offer food or beverage in your booth (must be purchased through GWCC).
- Do not chew gum or eat at your booth. Breath mints are always a good idea.
- Remember to ask questions instead of just giving a sales pitch.
- Try the 80/20 rule – 80% listening, 20% talking. Those who listen more tend to have greater success.
- Staff your booth at all times.
- Appeal to attendee’s FIVE senses: sight, touch, smell, taste, sound.
- Host a demonstration of your product/service in your booth.
- Make notes in the lead retrieval app or on business cards about prospects to remember them better, and be able to give more personalized follow up.
- Do not close or leave your exhibit space early.
After the Show:
- Follow up in a timely manner with personalized correspondence.
- Prioritize your follow up by category – hot leads, strong prospects, possible customers
- Thank attendees during your follow up correspondence.