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Next Tip: March 2

1. Make sure your booth (table) is manned at all times. An empty booth shows disregard for visitors.
2. Make sure you have a large nametag so visitors know you are the go to person.
3. Try to avoid gimmicks to attract visitors. Premium giveaways are fine but always remain professional.
4. Avoid blocking your booth, especially when you have other colleagues helping.
5. When you have a visitor, acknowledge other visitors. Tell them you will be right with them.
6. Don’t peddle, hawk or shout out! It will create a carnival atmosphere and damage your credibility.
7. Giveaways and premiums attract takers, but do you have a plan or V.V.S. (Vocal Value Statement) to retain visitors?
8. With some product or service booths it may be good to have an appointment book showing time slots available. I’ve seen this work wonders when done professionally.
9. Collecting business cards, as with networking, will be a futile effort if you don’t have a clear, disciplined follow-up plan.
10. Dress appropriately to the occasion as well as what service or product you are offering.
11. Visit other vendors to garner ideas, to learn of possible networking opportunities and to explore professional collaboration.
12. Arrive early (the early bird catches the worm) and stay late. I met one of my best clients at the end of a trade show.
13. Visitors will feel comfortable if you always wear a smile.
14. Have sufficient business cards and literature. Too much of an assortment of literature may dissuade some visitors.
15. Most important of all, plan what you will say as a greeting. Saying "How are you today?" sounds like a cold caller. "Hello" is usually more appropriate!
16. Be visitor-centric at your booth. Show keen interest by asking questions. Most people have a low tolerance for speeches and peddling.

1. Walk briskly around the entire show and as you peruse each table, jot down booth numbers or booth titles and/or locations of booths you wish to connect with. For example, a trade show has forty booths and you spot six that have a particular interest to you. Now you have the time to revisit those key locations and maximize the benefits of the show.
2. Look for products or services that may help your business. Be aware of vendors with whom you may want to partner with.
3. Be sure to identify the contact person and where they are on the decision making chain. Look for seemingly unimportant details like:
   • Business card with no mailing address.
   • Business card with no email.
   • Business card with no contact name.
   • Ascertain the best time to call. Any gatekeepers?