Your trade show booth should be staffed people who believe in your products, services and clearly understand your objectives.
Here are five practices to ensure you have successful results with your staff.
- Rehearse the sales script with your team to ensure that a consistent message is delivered in your company’s voice. Fact: Converting a tradeshow lead to a sale costs 38% less than a sales calls alone.
- Familiarize staff with the booth layout and location on the show floor. This will allow your staff to be more helpful to show attendees to find, products, services and will help the selling process to run smoothly.
- Be mindful of appearance by keeping consistency among staff in regards to a dress code, wearing name tags, smiling often, and most important-be approachable. Keep in mind to avoid things like crossing arms, fidgeting, chatting with colleagues and chewing gum.
- Keep the booth clean, well-organized and represent the company brand. Keep all personal items out of site, save eating and drinking for your breaks. First impressions count.
- The potential buyer is the reason you are there, try to observe the 80/20 rule: listen to prospects 80% of the time and speak for 20%. Ask open-ended questions to help build a rapport with visitors and determine prospects’ needs.
