Reading body language is a science that can take time to master, both in your personal and professional life. At trade shows, picking up on cues based on the attendee s stance, eye contact, and hands, and other observations can tell you if they are really interested in what you have to say or if they trying to leave your booth displays without saying a word.
Pay close attention to the following body language signals to tell you if you should pursue the attendee or should move on.
The first thing you will probably notice is the amount of eye contact the person is making. If they are looking away or won t hold eye contact for very long, it could suggest they are distracted and are paying very little attention to what you are saying to them. However, if they are able to keep their eye contact on you, it is a good indication that they are interested in what your company has to offer.
Is the attendee frowning? If so, they are giving a negative response, while giving a slight smile shows positivity. Also, take note of their lips: are they pressed tightly together or are they relaxed? If they are relaxed, it will show that they are comfortable talking to you.
The way your potential lead positions their arms can say a lot about how they are feeling. If they are crossed, then they are showing you that they are closed-off and may be uncomfortable with you or what you are selling. One subliminal way to get attendees to feel more comfortable is to mimic their gestures, so if they cross their arms, you should also cross your arms. If your booth visitor is leaning in mimicking your body language, this is a good indication that they like you.
Other Body Language Cues
If you notice the potential customer touching her hair or yawning while speaking with you, they are most likely bored. While this may be a clue that they are not interested in what you have to say, it could also mean that you should get straight to the point instead of beating around the bush. Mention interesting details about your products, a demonstration, or mention testimonials from other customers.
These body language cues should be able to tell you what you need to know in regards to the interest level of your attendees. Now you should be able to put more focus on your exhibit visitors you are interested in your company instead of on those who show no interest in what you have to say.