When preparing yourself or your booth staff for an upcoming trade show, it is important to consider what questions you should be asking visitors when they enter your space. Here are some tips to help you prepare:
• Come up with several direct, but open-ended questions to ask of booth visitors that will first qualify them, and then engage them if they’re your target.
• Encourage qualified visitors to tell you what’s on their minds and ask them what business problems they have that your offering could address.
• Stay away from opening questions like “May I help you?” “How is the show treating you?” and “What do you do?”
• Ask good follow-up or probing questions to find out more.
• Make sure your answers to attendee questions intrigue and feed the conversation. A conversation is about getting information as well as giving information.
• Rehearse your booth presence with some role playing with your colleagues, you’ll be surprised how much better-prepared you’ll be after a dry run.
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