Know whos running your booth!

Many booth workers are assistants or adminstrative people who are being paid a flat hourly rate to simply work the show and man the booth. Guess what happens when you put an hourly paid employee in your booth? That's exactly what you get! Someone who watches the minutes tick by until they can leave?

If you must have an employee in the booth who is an hourly employee give them some incentives for working the booth. Give them a bonus for every qualify lead they bring in. Give them a reason to talk to the visitors and sell your products.

A little hint that I learned is to put attrative people in the booths. As sexist as this may sound- it works. If you are going to be a construction show, the visitors will be mostly men, so put good looking friendly women in the booths. If you are going to be at a home good show you want good looking rugged men who can woo the happy housewives as they look around the show. Just remember you want to put your best foot forward- this booth is your customers first impression of your company. So put your best people in the booth and let the rookies watch from the sidelines.

Booth Design

You know how in real estate the key is LOCATION LOCATION LOCATION! Well booth design at trade shows really isn't that different. Some homes are just designed wrong, and so are trad show booths! Is selling about building walls or is it about breaking then down or going around them? If, on an ideal sales call, you want to sit next to a prospect rather than having a desk between you then why would a trad show booth be any different?! Why would you design a show booth that sends the wrong message the thousands or trade show visitors?

One of us MUST cross over into the other's territory before anything good is going to happen. Remove ALL barriers, get out from behind the table, chair, display, whatever you have to. Interact with the people.

Your booth should be secondary- people sell things, not displays. Displays and booths grab attention, but people sell! Stand in front of your booth- actually the best thing to is is push your table back- and don't use the chairs and stand in front of your booth. This way you are not invading others space- everyone paid for a space- be considerate of your fellow trade showers. You should be handing things out- this is where promotional products come in handy. If a prospect has a question and you need some space or some peace and quiet you can step back to your table and talk one on one with the prospect.

So get out from behind your table and be one on one with the show goers!