When trade show attendees walk down your aisle and visit your exhibit booth, often your staff fails to pro-actively engage them in mutually lucrative conversation. In most cases the major cause which gives rise to this plight is the existing uncertainty among the staff members about what exactly to say or the fear of troubling the visitors. This eventually allows most of the visitors not stopping by your trade show booth to gather any information or get introduced to your offerings. End result you fail to fulfill the aim of your trade show participation and least ROI. Thus in order to achieve your trade show participation objective you need to initiate the conversation in the right manner since you are there to offer your product or services.
In the first place instruct you trade show booth staff to avoid attending mobile phone calls for long durations and finish every call as fast as possible, alternatively ask someone else immediately to take charge of booth reception, since visitors don’t wish to disturb trade show staff who is busy attending calls or busy chit-chatting among themselves. This makes most of the trade show attendees walk down ahead on the aisle because they think you have least time to attend them. Just setting up a highly impressive trade show booth design be it portable exhibit, modular trade show display, custom booth or custom modular trade show exhibit in US trade shows will not suffice, the right way to welcome visitors is by making you available and keeping yourself open for conversation. Whenever required during the event, stepping out on aisle goes long way in developing good client relations. Make sure to approach the attendees wearing a smile, embracing a relaxed posture and adopt a body language that makes others feel comfortable in approaching you.
To set the conversation ball rolling you must be prepared on what to say or what must be your opening dialogue? “May I help you?” OR “What exactly are you looking for?” are most lackluster opening dialogues that catapult the conversation loop towards the most predictable answer from the visitors end i.e. “I am just looking, thanks.” This tails your conversation to THE END. To get the visitors involved in pro-active conversations, you need more engaging starters. Win a prize, offering a free sample or asking for an opportunity to participate in an activity are the best openers.
You must always ask open ended questions which allow the receiver to answer in trouble-free Yes or No. Rather than asking questions that include which, what, where, when, who & how consider using questions that include will, do, have, can, or are. Example: "After winning the notebook today which we are giving as price, whom will you give it?" So, it’s oblivious that starting off a conversation which focuses the client is very lucrative, rather than vice versa. The opening dialogue must get the visitors thinking no matter what the answer to that question could be, it should entice them about their needs and extend an opportunity to you for explaining what do you offer plus how best can you help the visitor in fulfilling their requirements or needs.
However please remember that even the best or greatest openers many a times are received at the ends of visitor in cold spirits, so, don’t get discouraged. Also don’t forget that every person passing by the aisle does not have the need for your offerings. Gracious, amicable and sociable style coupled with unprecedented opening dialogues shall definitely help you in receiving much more qualified leads than other wise.
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