How to Make a
Trade Show Booth
  Work For YOU      by Dean Lindsay
        Author of Cracking the Networking CODE
        ...
How to Make a Trade Show
           Booth Work For YOU
                          by Dean Lindsay
              Author of C...
3. Create the right first impression.
Stand and be interested in making contact. Don't Sit, Read, Drink, Eat or Smoke
in t...
11. Don’t eat at your booth. Watching you munch on nachos and look
around for a napkin to shake my hand is not offering a ...
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Ftee Trade Show Tips : Making A Trade Show Booth Work For You from Cracking the Networking CODE by Dean Lindsay Business Networking at Trade Shows 15 free tips Sales Success Speaker for Trade shows

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You can't achieve your best in business without learning the all-important art of connecting. Dean Lindsay's best selling business book Cracking the Networking CODE, is filled with fresh insights and practical tips on how to build meaningful, profitable, win-win relationships for business and life. Cracking the Networking CODE is recommended reading by the United Professional Sales Association and Profit magazine. Whether you have a black belt in business growth through connecting or are completely new to the concept, you will enjoy Dean's humorous yet highly practical approach to meeting, connecting, and developing long-term relationships with others.

"Perhaps the most powerful way to leverage and multiply your talent and ability is by expanding your personal and business network. This book shows you how."
- Brian Tracy, World Renowned Sales Trainer Author, Getting Rich Your Own Way


"Cracking the Networking CODE serves up "networking advice with wisdom, humor and concise guidance." -- The Dallas Morning News

“This is a book that everyone will wish they read 20 years ago.” -- Frank Bracken, Former President and COO, Haggar Clothing Co.

Sign up for Dean’s FREE newsletter, The Progress Report, at: www.DeanLindsay.com

Author of The Progress Challenge: Working and Winning in a World of Change

Author of Cracking the Networking CODE: 4 Steps to Priceless Business Relationships

Spotlighted as an OUTSTANDING SPEAKER by the International Association of Speakers Bureaus.

Recognized as a ‘Sales-and-Networking Guru’ by the Dallas Business Journal.

Dean Lindsay delivers killer keynotes, breakouts, general session presentations, and interactive boot camps that Empower PROGRESS in Sales, Service and Workplace Performance.

Dean serves as Guest Lecturer to UCLA and University of Dallas MBA programs as well as the International Call Management Institute.

Dean Lindsay helps build Priceless Business Relationships.

Priceless Business Relationships are the key to:

Teamwork and Productivity

Solid, Customer Care

Servant Leadership

Retention and Morale

Organizational Success

Quality Referral Generation

Recruiting Quality Professionals

and MORE SALES!

www.DeanLindsay.com

214-457-5656

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  • These are all excellent tips, but I especially like #4. The look of your trade show booth says a lot about you and your company. An organized, clutter-free display will put the attendee's at ease and welcome them into your booth. If you are unorganized and messy, it could feel extremely overwhelming and the attendees will just end up moving on to the next booth. Thanks for sharing!
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  • Excellent advice, I particularly like your mention in #10 when you say don't badmouth your competitors. Many people don't realize that if they do so, they are also turning away clients from their own booths.
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Ftee Trade Show Tips : Making A Trade Show Booth Work For You from Cracking the Networking CODE by Dean Lindsay Business Networking at Trade Shows 15 free tips Sales Success Speaker for Trade shows

  1. 1. How to Make a Trade Show Booth Work For YOU by Dean Lindsay Author of Cracking the Networking CODE www.deanlindsay.com 214-457-5656 How to Make a Trade Show Booth Work For YOU by Dean Lindsay 1 www.deanlindsay.com 214-457-5656 ©2009
  2. 2. How to Make a Trade Show Booth Work For YOU by Dean Lindsay Author of Cracking the Networking CODE www.deanlindsay.com 214-457-5656 Working a booth at a trade show can be a powerful way to network, develop new relationships, reinforce existing relationships, get leads, make some sales and build name recognition. In other words, it is proven way to progress. The key is to find ways to encourage visitors to begin building a relationship with you. Here are 15 sure fire ways to make working a trade show booth work for you. 1. Build rapport by being friendly and non-threatening. A smile goes a long way in welcoming people to visit your booth. “Every business is built on friendship.” -James Cash (J.C.) Penney 2. Ask open-ended questions Ask questions beginning with who, what, where, when, why or how that stimulate thought and encourage conversation. Relate questions to the event, industry, product/service and its benefits, or to a specific situation. Examples of Stimulating Questions: What brought you out to the show today? How could you see using (product/service)? What concerns do you/your organization have regarding (issue)? How important is (benefit) in your present situation? What are your most important needs in (situation)? How familiar are you with our product/company/service? Steer clear of commonplace questions, like: How are you doing today? Can I help you? Are you enjoying the show? How to Make a Trade Show Booth Work For YOU by Dean Lindsay 2 www.deanlindsay.com 214-457-5656 ©2009
  3. 3. 3. Create the right first impression. Stand and be interested in making contact. Don't Sit, Read, Drink, Eat or Smoke in the booth. These give off a bad first impression that is hard to overcome. 4. Keep the booth looking sharp. Don't let the booth get disorganized, cluttered and untidy. Throw trash away. If skirted, the space under the table is a great place to store boxes and stuff. Many trade shows last weeks. Even if it is a lengthy show don't let your booth get run down. 5. Wear your corporate logo. This shows professionalism, teamwork and makes you easily identified with the booth. Also, when you walk the show you are getting a little extra exposure. Don’t have quality shirts with your logo on them. Get them. No time? Wear your professionally made company name tags. Do the trade show, then get some shirts. 6. Carry and Use Mints (not gum) and avoid drinking alcohol or eating spicy or garlicky foods during the day. Bad breath is bad business - so is slurred speech. You do not want to be remembered as the drunk guy or halitosis girl. 7. Wear Comfortable shoes. You should be on your feet all day so don't wear new shoes or high heels. Come 3:45 PM you will be glad you took this advice. 8. Don't leave the booth unattended. This means you will need to have a team. Trade off so you can take breaks and roam the show. 9. Don't complain about the show or about being at the show, don't use inappropriate language or off color humor. You would be surprised how much I hear people dissing the show, swearing or cracking a risky joke. Bad form. Bad Business or should I say ‘ No business’. 10. Don't badmouth your competitors. Badmouthing competitors makes you appear less confident with your products/services and shines an unnecessary spotlight on the competitor. Bring up the good stuff about your stuff and leave badmouthing your competitors to your ecstatic customers. How to Make a Trade Show Booth Work For YOU by Dean Lindsay 3 www.deanlindsay.com 214-457-5656 ©2009
  4. 4. 11. Don’t eat at your booth. Watching you munch on nachos and look around for a napkin to shake my hand is not offering a positive impression. That is unless you share – JOKE. Don’t eat at your booth- Go to someone else’s booth – JOKE. The need to eat is another reason to find someone you can trust to run you booth for a couple hours while you roam the show and eat. 12. Get a list of Attendees and contact them. Send them an invitation to your booth. Make them want to visit your booth. Offer a giveaway, Announce that you are unveiling something new to the market that they must know about. Look over the list of attendees for heavy hitters and ask them personally to visit your booth. 13. Get Business Cards/Contact information. This is HUGE. This is the reason you are at the show. Ask for cards. Offer your company's free email newsletter. Don't have one. Get one. Call me. Have a give away, a contest something. You have to be able to re-contact / market to these people after the event. 14. Take Notes. So many people, so little brain space. Write a few words on the back of cards that will help you remember the person, the conversation or the opportunity. This will go a long way in making # 13 happen. 15. Follow Up in a Timely Manner. This is where it so often falls apart. You MUST re-connect with folks you met. Thank them for visiting your booth. Mention something interesting they shared with you. Look at your NOTES. Don’t do this three weeks after the show. Do it the next day. Don't try to hard sell them in the re-contact, just make a pleasurable second impression and see if there are ways you can serve this person, even if it is not with your stuff. Final note on Trade Shows: Make the most of every meal by prearranging meetings with key people at the show. Trade Shows are powerful and profitable if you are prepared and know how to work them. Be Progress. ___________________________________________________________ Cracking the Networking CODE is recommended reading by the United Professional Sales Association and Profit magazine. quot;Perhaps the most powerful way to leverage and multiply your talent and ability is by expanding your personal and business network. This book shows you how.quot; - Brian Tracy, World Renowned Sales Trainer Author, Getting Rich Your Own Way Spotlighted as an OUTSTANDING SPEAKER by the International Association of Speakers Bureaus. Recognized as a ‘Sales-and-Networking Guru’ by the Dallas Business Journal. Sign up for Dean’s FREE newsletter, The Progress Report, at: www.DeanLindsay.com How to Make a Trade Show Booth Work For YOU by Dean Lindsay 4 www.deanlindsay.com 214-457-5656 ©2009

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