Some trade show tips for the B2B Expo!

From the Experts …

o “I am just looking.” If you get that response, don’t push. Invite them to browse, point out a few things of interest in the exhibit and let them have the freedom to look. They’ll ask questions after a minute or two.

o How to connect. Don’t say “May I help you?” or “How’re ya doing?” Everybody says that. For example: “Welcome! We’re providing new information on how rates are going to be changing because of new regulations.” Offer ideas and use open-ended questions that encourage more than just a one-word answer from your prospect.

o Don’t make them wait. Make sure you have enough staff to adequately handle your booth. Research indicates that 58% of expo guests will not wait longer than one minute for a sales representative’s assistance.

o Refreshments help. Research indicates that 70% of customers like to receive a beverage or snack from exhibitors and that it makes them more likely to buy.

I'm always accepting new ideas. If you have any - let me know at laura@nordoniahillschamber.org.