Comments on: How to work a weak trade show http://www.otismaxwell.com/blog/2009/06/how-to-work-a-weak-trade-show/ Otis Maxwell is a copywriter who likes to mouth off on marketing, technology, food and sundry topics. Sun, 07 Mar 2010 00:20:19 -0800 http://wordpress.org/?v=2.9.2 hourly 1 By: When The Trade Show Is Slow | Skyline Trade Show Tips http://www.otismaxwell.com/blog/2009/06/how-to-work-a-weak-trade-show/comment-page-1/#comment-16918 When The Trade Show Is Slow | Skyline Trade Show Tips Fri, 26 Jun 2009 23:16:12 +0000 http://www.otismaxwell.com/blog/?p=574#comment-16918 [...] was inspired by a post on the otisregrets blog about a trip to a slow trade show to write this post. Share and [...] [...] was inspired by a post on the otisregrets blog about a trip to a slow trade show to write this post. Share and [...]

]]> By: When The Trade Show Is Slow « Skyline Trade Show Tips Blog http://www.otismaxwell.com/blog/2009/06/how-to-work-a-weak-trade-show/comment-page-1/#comment-16746 When The Trade Show Is Slow « Skyline Trade Show Tips Blog Tue, 23 Jun 2009 15:13:29 +0000 http://www.otismaxwell.com/blog/?p=574#comment-16746 [...] was inspired by a post on the otisregrets blog about a trip to a slow trade show to write this [...] [...] was inspired by a post on the otisregrets blog about a trip to a slow trade show to write this [...]

]]> By: Skyline trade show exhibits http://www.otismaxwell.com/blog/2009/06/how-to-work-a-weak-trade-show/comment-page-1/#comment-16722 Skyline trade show exhibits Tue, 23 Jun 2009 02:36:39 +0000 http://www.otismaxwell.com/blog/?p=574#comment-16722 When the show is slow, it's human nature for the staff to do one of two counter-productive things: 1. Start talking to each other. The people you bring to staff the booth are usually the most outgoing people you have. So after 30 seconds of staring down the aisle, they get bored and want to talk to someone. Hey look, there's someone to talk to, your fellow booth staffer! The problem is, now you've got two staffer out of commission. It takes discipline and patience to instead resist the temptation to "chat amongst ourselves." 2. Pounce on every passerby. It's slow, so go for the gusto and grab every attendee! We need to get a return from our investment in the show! Well, that may get a conversation started, but you won't start a good relationship through intimidation. Instead, wait for the attendee to make eye contact with you (as you've been patiently waiting for them to come by your booth, instead of talking with your fellow booth staffer). Once (and if) they look at you, have your best smile ready, and ask a good engaging question, like "Are you familiar with (Your Company Name)? That way you can start a conversation that will lead somewhere. When the traffic is slow, avoid chatting with your own staffers and pouncing on the rare attendee. That way you get the most out of the traffic you do have. Whether it's slow or busy, you can only talk to one person at a time, anyhow. When the show is slow, it’s human nature for the staff to do one of two counter-productive things:

1. Start talking to each other.
The people you bring to staff the booth are usually the most outgoing people you have. So after 30 seconds of staring down the aisle, they get bored and want to talk to someone. Hey look, there’s someone to talk to, your fellow booth staffer! The problem is, now you’ve got two staffer out of commission. It takes discipline and patience to instead resist the temptation to “chat amongst ourselves.”

2. Pounce on every passerby.
It’s slow, so go for the gusto and grab every attendee! We need to get a return from our investment in the show! Well, that may get a conversation started, but you won’t start a good relationship through intimidation. Instead, wait for the attendee to make eye contact with you (as you’ve been patiently waiting for them to come by your booth, instead of talking with your fellow booth staffer). Once (and if) they look at you, have your best smile ready, and ask a good engaging question, like “Are you familiar with (Your Company Name)? That way you can start a conversation that will lead somewhere.

When the traffic is slow, avoid chatting with your own staffers and pouncing on the rare attendee. That way you get the most out of the traffic you do have. Whether it’s slow or busy, you can only talk to one person at a time, anyhow.

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