Your success at a home show is highly dependent on your overall team performance. You have put hours into designing your booth, creating a strategy, printing handouts... Now it is time to invest in your team. They are at the front of the line and representing you to potential customers. Explain to staff who are working the booth in detail what you hope to accomplish at the show and what you expect from each person. A kick-off meeting can inspire people and help them understand your expectations and goals before the show opens. Action ideas may include:
- Determine the sales process - a team selling approach is best.
- Share the content of your pre-show promotions so your team can reference them and react to booth visitors in a positive and knowledgeable manner.
- Explain how the overall success of the show will be measured.
Hold daily morale-building and debriefing sessions where staff members can talk about accomplishments and concerns. Consider recognizing the most valuable team player of the day – someone who went above and beyond. Offer individualized positive feedback so staff members know you appreciate their efforts. A simple “thank you” goes a long way.
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