Exhibitor Tips and Best Practices
Before the Show:
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- Review the Expo 2019 Exhibitor Checklist to ensure you are prepared for the show.
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- 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.
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- Prepare 3-6 engaging questions to ask customers.
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- Determine your main message. Make it a single, memorable statement.
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- Pack a supply box with things like scissors, tape, paper clips, business cards, and other supplies.
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- Visit your booth like an attendee would, and note your impression/experience.
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During the Show:
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- 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.
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- Have open body language. People can read attitude and closed body language.
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- Stand in your booth, don’t sit.
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- Always greet people with a genuine smile and show enthusiasm for your product/service.
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- Keep your booth neat and clean. Store excess materials under the draped table or behind the curtain.
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- Set up your booth so people can enter it. Don’t just sit behind a table.
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- Have a prize drawing or contest to get people to your booth. This gives you an opportunity to gather names for you database.
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- Give away a promotional item that they can use at the show such as luggage tags, hand sanitizer, customized notepads, or other items.
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- Offer food or beverage in your booth (must be purchased through GWCC).
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- Do not chew gum or eat at your booth. Breath mints are always a good idea.
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- Remember to ask questions instead of just giving a sales pitch.
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- Try the 80/20 rule – 80% listening, 20% talking. Those who listen more tend to have greater success.
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- Staff your booth at all times.
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- Appeal to attendee’s FIVE senses: sight, touch, smell, taste, sound.
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- Host a demonstration of your product/service in your booth.
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- 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.
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- Do not close or leave your exhibit space early.
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After the Show:
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- Follow up in a timely manner with personalized correspondence.
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- Prioritize your follow up by category – hot leads, strong prospects, possible customers
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- Thank attendees during your follow up correspondence.
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