Understanding Your Trade Show Booth Visitors

Three seconds is all you get for a person to make up their mind about you when you first meet each other, according to many psychologists

. The point is, it isn't usually a conscious thing, it just happens and once a decision is made it takes quite a bit to change it again.

Now the same applies to you when you first meet someone who arrives at your booth, except that your job is to clear your mind as to whether you may get on with them or not; it is to work out if the person is genuinely interested in your company's product or services or whether they are a timewaster. The fact is, there are a lot of people who will waste your time, if you are not careful. Somehow there has to be some chemistry between both parties, after all most people are polite but that can lead to a lot of time wasting.

After the first glance, it all comes down to body language which can often be a complete giveaway and enables you to determine quickly whether to continue with the conversation or end it politely.

Always remember to smile when you welcome someone into your booth; it's so important to getting things off to a good start. Keep a little distance between you and the person you are speaking too. Getting too close will make a person feel uncomfortable and you will notice if this is happening as they will start to move backward slightly to increase the space.

Always ensure you engage your visitor by looking at them, but don't stare; it will make them feel very uncomfortable. If you see something interesting happening over their shoulder, ignore it completely; you visitor will notice and it will imply to them that you are not interested in them.

Never go straight into sales pitch mode, unless of course they start the conversation off with the subject. However, conversely, get away from using small talk as soon as is appropriate and ease onto the subject matter. At this point keep an eye of their stance; where are their hands, are they looking you interested, or are they giving you the impression they are, but really they want to get away. Look out for signs of disinterest. If you find it happening, briefly see if you are able to bring then round and if not, politely end the conversation and move on a new visitor.

Ascertain your visitor's needs as soon as possible. You need to know whether you are genuinely able to help them or whether you aren't. If you are not able to help then make sure you help them out by telling which other booth nearby may be able to help. You haven't lost anything, because in the future, the person will remember you helped them and come back to visit you when they require something that you can help them with.

Understanding your trade show visitors will ensure you spend time with people that may end up as customers rather than those that will simple waste your time.

by: Lawrence Reaves

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