Ever feel like it s a struggle getting attendees to stick around your trade show display, let alone actually talk to you? Although the average attendee spends 8.3 hours viewing trade show exhibits (according to Exhibit Surveys, Inc.), exhibitors are missing out on opportunities to generate leads by either not saying anything to these interested attendees or saying the wrong things. If you have found it challenging to get people to stick around your booth and possibly make a purchase, then try these conversation starters at your next trade show. Don t try so hard
Sure, you have something to sell at the event, but pushing potential leads to purchase a product or service the minute they stop by your custom display for trade shows
will definitely cause them to flee your booth. Before you try out the sales pitch you have been practicing, try to connect with them at a more personal level. Talking about the weather, their plans for the day, or other topics unrelated to your products may help the attendee let down their guard and be open to what you have to say. Ask the right questions
You can t sell a product or service without knowing what the attendee is in search of. The best way to do this is by asking the following questions: What brought you to the show today?
Are they in search of a specific product? Or were they planning on visiting the booths of certain companies? Whatever it is that brought them there, finding out what it is will help you identify what their goal for the event is and how you can help. Have you heard about our company before?
Instead of solely focusing on what you sell, educate your audience on the background of your company, what it specializes in, and what contributions they have made to the community or charities. This is a great way to show attendees that it is more than a company, which will leave them with a positive impression of your company. And if they are pleased with your company, there s a good chance they will share this information with their family and friends. What problem do you need help with?
It is important you are able to offer the right products or services to provide a solution to their problem. Not every attendee is going to have the same problem, so by listening to what challenges they are currently facing, you will be able to cater to their unique needs and offer a product that will be of value to them.