CSD Exhibits / Displays

FLOOR TIPS

Hopefully these tips will help you and your staff at your next show. For more 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: