Show opens and attendees filter
in. Someone stops in front of
your booth. How do you know
if they are a prospective customer or just
interested in your giveaway?
If you observe the person’s behavior and
ask the right questions, you can figure out who
is (and who isn’t) a qualified
How well you qualify
buyers depends on your presentation and sales
skills. You have 2
eyes, 2 ears and 1 mouth, and you need to use
them in that proportion. It’s
important to show an interest in everyone who
walks by, since many attendees do not make the
first move to ask you a question.
They may be shy or not know what to
times a prospect will slow down in front of your
booth and glance at your booth display, company
name or description. A little tip is to watch
them -- their eyes move from the
company name on your display to a booth
representative or the inside of your booth --
you have a potential customer!
Time is the
enemy when working behind the
booth. As an exhibitor you
have less than 2 minutes to find out if they are
a potential customer and build a relationship
that is strong enough to leave the target
prospect with the desire to continue to do
business after the show.
best way to enter into a conversation with a
prospect is with open-ended
questions. Get them to talk so that
you can focus in on their needs and
The stronger the relationship, the better
the chance you’ll be able to sell them all that
they need; and even better they may be willing
to try new items that are exclusive to
Some opening questions to begin
your relationship with your buyer are:
brought you to this show today?
have you seen at the show that caught your
you are looking at XYZ Product:
What questions may I answer for you about
are just as
important, because they show the buyer you want
to know more about what interests them. In the
following Newsletter we will discuss “building
the relationship” or “what to ask after you have
asked the opening questions”.
= Qualified leads.
Qualified leads = Post