Creating a captivating trade show exhibit
that demands the attention of attendees is only the tip of the iceberg in being successful at the event. Having a staff that knows how to turn attendees into leads is where the real challenge lies.
Most exhibitors think that the more they pitch their products to potential customers, the more people will buy them. In some cases, it is true, but most do not want to be bombarded with sales pitches the moment they walk into a show display. To make sure you and your staff make the most of your event experience and get a higher ROI, here are some simple tips to generating leads without being too aggressive. 1.'Learn to connect with attendees
The demeanor is part of what will capture the attendee s interest; the other part is what the staff says that will either drive home the sale or cause them to leave quicker than you can say Do you want to buy my product? Train your staff to interact with attendees in a non-sales pitch way by becoming better listeners than talkers. What are these potential customers looking for? What problem are they trying to find a solution to? By listening, you will get the answer to these questions and more. 2.Hold off on your sales pitch
Do not start pitching your products until you know for a fact what type of product they are looking for, which can be discovered by following the first tip. By being too eager to sell your products, your audience may decide to leave your booth and go to one that will not force them to buy a product that isn t right for them. Your staff should know what types of open-ended questions to ask to get the information needed to offer the product that is right for them. 3. Watch their body language
By simply watching the attendee s stance, arm movements, and eye contact, it should be pretty clear what their interest level in your company s offerings is. For example, if they are leaning back, arms crossed over their chest, and are not making eye contact, that is a pretty good indication that they most likely do not want to do business with you. However, if they are leaning towards you, smiling, making eye contact, and their hands are at their sides, they are open to what you have to say. The body language of the staff is equally as important because the wrong nonverbal message could deter attendees from stopping in your booth
. The staff should be standing at all times, making eye contact with every attendee, and greeting them with a smile as they enter the custom display. Trade shows
can be an extremely effective way to bring awareness to your brand and products, but without these tips, you may not find the success you were looking for. For more tips, check out our Trade Show Display blog.'