There is much written and many conversations that center around how to prepare for a show, how to have a successful show, etc. I thought it might be helpful to take a look at some of the ‘Do nots' with regards to exhibiting. In other words: ‘What NOT to do while exhibiting at a show!' To some of you, the enclosed might seem to be really basic common sense, no brainer rules to follow. However, in my travels I have to say you would be surprised how often these guidelines are missed, forgotten, or just simply ignored. I think that part of the blame falls on a lack of proper training from those in the know. What happens is some staffers simply don’t realize how some of their actions and appearances can impact a companies reputation or how they are perceived on the floor. All of which can have tremendous impact on the effectiveness of one's show.
So I now give you some of the ‘do nots’ of working a show. What not to do at a Tradeshow Exhibit…in no particular order!
• Don’t neglect to practice and rehearse your sales message. Consistent message delivery is essential to success.
• Don’t be late. In fact, plan to be early for your booth work schedule.
• Don’t eat, drink, chew gum or smoke at or around the booth (even if you think you are out of the line of sight of visitors).
• Don’t sit down (no matter how much those pups are howling).
• Don’t engage in discussions with colleagues or friends while you are working your booth. You’ll ignore your visitors.
• Don’t block the entrance to your booth.
• Don’t forget your name tag and to always introduce yourself.
• Don’t neglect to use booth visitors’ names when you speak with them.
• Don't forget to ask about prospect's needs and interests -- and to listen intently. This is fundamental to the sales process.
• Don’t miss out on each opportunity to get complete lead information from booth visitors.
• Don’t waste valuable time delaying post-show follow-up with prospects. The longer you wait, the less chance you have of converting your leads into customers.
This is obviously not an exhaustive list, but hopefully these will get you started on your way to consistent successful endeavors on the Trade Show floor.