With Prospective CustomersAt a trade show, it's the nature of the beast for people to make snap judgments when they pause at a booth. This means that it's doubly important for you to use good business etiquette as you demonstrate your product. When meeting potential clients or buyers:
- Dress as if you were meeting an important client back at the office
- Always stand when talking
- Shake hands
- Express interest in the person
- Give him or her your undivided attention
Following UpYou might pursue your hottest leads with a phone call, but you'll most likely be following up by email. Write a personalized note to each customer or prospect as soon as possible, but within a week of the show at the latest. Make sure your subject line references your company and the trade show: Acme Dynamite: 2015 Minerals and Mining Convention. It's okay to mention a non-business topic you discussed to personalize the letter further and let it stand out from the norm.
With Other ExhibitorsIf you attend trade shows regularly, more than likely you'll be acquainted with many of the booth-tenders from other companies. While you'll no doubt want to catch up with them, and perhaps make plans for the evening, remember your goal is to bring in business. The less time you spend schmoozing with old friends, the more time you'll have to meet with potential customers.
"Which way to the snack bar?"Considering the number of people streaming by your booth, it is inevitable that you'll be asked for directions to restrooms, snack bars, and the lost and found. The very fact that you've staked out a space in a gargantuan hall marks you as a fixture of sorts, if only temporarily. As a consequence, in the minds of browsers, you know the lay of the land. The wise booth-tender will make sure he or she can politely provide the needed answer, even if the directions are to a competitor's booth. On the first day, become familiar with the layout of the floor by taking a walking tour, with the show directory as your guide. Then keep the directory close at hand for the rest of the show, so you can answer when some one asks, "Where is the Alpha Drilling Bits booth?" Your kindness to a stranger might open up a conversation that could lead to interest in your product.