I attended the webinar presented by Barry Siskind on this topic of "engaging at trade show events" and I would like to share what I took away from this webinar for all those clients that work a trade show booth.  This blog will be done in a two-part series - because I think that it offered a lot of GREAT information for my followers.

Did you know that 83% of the people who work a booth do not proactively shake people's hands?  Not sure why - but that is the first thing you should change.  By shaking a person's hand you bring them into your booth, you engage, and you differentiate yourself from the competition.

Here is what I learned during this webinar:  No one is a natural at working a booth.  It takes work, it takes a thought process, and it takes planning.  The steps involved in engaging a prospect include:

1.  Approach

2.  Gather Information (qualify)

3.  Present Solution (not a pitch)

4.  Close to a commitment (next step)

5.  Disengage

The attendees are there for a reason.  They WANT a conversation with you IF it will help them solve a problem they are having.  Find out what it is!!  In your booth you have to have people with the RIGHT attitude to get the job done.  Essentially you are a "HOST" and your trade show booth is your home.  Invite them in, shake their hand, and have a conversation with them.  Ask them some basic questions like "what brings you to the show today", or "what are you trying to learn at the show". Engage....and the results will come.