Pre-Show Preparation

Prepare for Physical Issues

Developing a Great Elevator Speech

Setting up a Schedule

Connect with Attendees

Booth Characteristics and Set-Up (I)

Stand Out

Create a Booth Manual/Checklist

Technology

Scout a High Traffic Area

Booth Characteristics and Set-up (II)

Signage

Match Your Brand

Private Area

Focus on a Message

During the Show (I)

Company Objectives

Highlighting Your Product

Do Something Memorable

Social Media

During the Show (II)

Classic Do’s and Don’ts

Gamification

Walk the Floor

Keep the Distractions Away

Qualifying Visitors

Know the Answer

Engage with Qualifying Questions

Body Language

Listening Skills

Engaging the Right People

Prospects

Time Wasters (Catch and Release)

Press

Competitors

The Rules of Engagement (I)

Start With an Open-Ended Question

Record all Prospect Information

Be Specific with Your Message

Get a Commitment

Rules of Engagement (II)

Having a Welcoming Environment

The Dos and Don’ts of Business Cards

Observational Skills

When Not in the Booth

After the Show

Review Information and Rank Your Leads

Follow Up with Your Leads

Send Information Promptly

Lessons Learned