Is it permissible for an exhibitor to stand out in the aisle to speak to or direct people to his booth?
I am in need of a list of “Don’ts” for exhibiting. There are plenty of lists for what to do, but I cannot find any that state what not to do. I am speaking in terms of the act of exhibiting, not actual salesmanship.
Thanks for coming to Trade Show Help Penny,
You are right there are several trade show do’s and there should be some don’ts as well. In my opinion as a trade show attendee I dislike when the booth staff is huddled together and you feel they are unapproachable.
It is uncomfortable to be milling around a booth trying to get someone’s attention. I have also seen booth staff that do not say hello or welcome visitors.
I found myself one time entering into an exhibit where I knew there was a product that I felt was useful to me and my business, but the exhibitor was hosting a lunch for what appeared to be a high profile prospect. I don’t feel it is appropriate to have food served in your booth, and if you feel it is necessary perhaps use a conference room where others don’t feel like they are intruding.
Don’t bring tons of literature, show them a sample of what you have so that you can gain a business card and get a real lead. If you hand out literature left and right, you are wasting money on printed material as well as not gaining a true lead.
Don’t forget to follow up immediately after the show, don’t allow your competitors get to the potential clients first. Put together a plan before the trade show begins for your after the show follow up.
Don’t overload your booth visitors, find out what solutions they are seeking and focus solely on that so they don’t feel overwhelmed.
I believe it to be a good practice to stand outside your trade show display and get peoples attention. Invite them in for product demonstrations so they can see the solutions you have to offer. Question them on what their needs are so that you can refine your sales pitch.