Is your booth staff well versed on products and company, but struggle to start conversations with prospects?The best way to effectively engage attendees is to be proactive, rather than just waiting for passerby’s to come to you. Here are a few tips to start the conversation.
- Don’t ask a question if you don’t know how to follow it up.
Make sure your booth staff review all the possible scenarios before asking any particular question.
- Don’t ask a question that leads to a sales pitch.
This means to not ask, “Do you have a minute to see our presentation…” It wastes time for both parties. First, find out who the prospect is, what they want, or what they intend to do with your information. For example, ask: 1) “What does your company do?” 2) “What are you looking for from the exhibitors?” 3) “What are your goals for attending the show?”
- Start with something that you have in common.
Great opening questions would be something that relates to the show or its educational sessions. Some examples, 1) “What brings you to the show?” 2) “Which sessions would you recommend?” 3) “How many times have you attended this show?”"
- Give booth visitors an easy way into the conversation
Try questions such as: 1) “What attracted you to our booth?” 2) “What have you seen on the show floor that caught your eye?” 3) “What have you found the most useful at the show?”
(For additional information, read "Help!" page 11 in January 2012 issue of Exhibitor Magazine)