CSD Exhibits / Displays

FLOOR TIPS

Hopefully these tips will help you and your staff at your next show. For more tips and info on
how CSD Exhibits / Displays can help you and your staff at your next show, please contact us
by phone or at our "Contact Us" page on this site.

Facts and Tips Sources:

Exhibit Surveys, inc.
Trade Show Exhibitors Association
Tradeshow Week Magazine
CSD Exhibits / Displays LLC

Prior to walking onto the floor, prepare 3-6 engaging questions. For example “What concerns
does your organization have regarding (issue)?”, “How important is (benefit) in your present
situation?”, “How familiar are you with (company's) products and services?”, or” What are your
most important needs in (situation)?”

Know what you are exhibiting. Prior to the show, take time and walk through the booth.
Become familiar with the equipment and software that will be shown. Read the graphics and talk
with the staff member in that area. Now, if a visitor comes into the booth and asks if you have a
particular product, you have enough knowledge of the booth to direct them to the right person
or area.

Anticipate questions. The people who attend these shows are not dumb. They know their
business and usually have a set of specific questions to ask. Be prepared!

Create the right first impression. Looking neat and the way you act on the show floor will
influence everyone.

Wear your badge where it is easily seen. Many times a person will enter the booth searching
for a specific representative. If your badge is hidden by a lapel or is located in a inconspicuous
place, it makes it difficult for them to identify you.

Avoid trite questions, such as “Can I help you?” “How are you doing today?” or “Are you
enjoying the show?” First of all this gives them an opportunity to answer with a quick yes and
scurry away. Hit them with the questions that they will have no choice but to stop and answer.

Speak slowly and clearly. Convention center halls are loud. You want to be heard clearly so
there is no mistakes or misunderstandings on how the product works. So, don't mumble.

Encourage visitors to want to spend time with you. This is sometimes a difficult task. You may
be conversing with one person when another enters the booth and interrupts you. Control this
situation by either having the person working with you talk to that person or get them involved
in the conversation you were having with the original visitor.

Use the 80/20 rule. 80% listening to the visitor. 20% talking about your products and services.

Relate your questions to the industry, the product, service and its benefits. You may also
concentrate on a specific situation if mentioned.

Ask questions that will stimulate thought and encourage conversation. Try to avoid talking
about the weather. These people attending the show know their business and in some case
yours.

Keep talk amongst staff to a minimum. Many times a person who enters the booth will keep
walking because he sees a group of sales staff in deep conversation and does not want to
interrupt. People are at the show for many reasons, to be educated, find information and in
many cases see which product they will buy. Keep yourself available to them.

The following are some things you should not do while attending a show.

DON'T:

Sit, read, eat or drink in the booth.
Use the (booth) telephone for personal or sales calls.
Leave your booth area unattended or leave without informing someone.
Be late for booth duty.
Close off conversations by crossing your arms.
Stand with your back to the aisle.
Lean on workstations or furniture.
Drink alcohol, smoke, eat garlicky or spicy foods during the day just prior to your shift.
Use inappropriate language, complain about the show or about being at the show around
visitors.
Wear new shoes or high heels.
Badmouth your competitors.
Let your station or area get untidy. (cups, bottles, paper, etc…)
Be unprofessional.
Apologize for taking up too much of the visitors time.

Here's a few tips that may make a difference at your next show: