It's SHOW TIME! Time to Talk Show Etiquette

This week marks the start of the Marketplace Events fall home show season. With eight home shows happening between now and the end of October, it is a great time to focus on home show etiquette.

When you are assigned booth duty at any trade show remember that you are on display along with your company’s products. You are a selected representative of the company. You are on duty to meet, sell, educate, inform and service customers and prospects. You're not only selling your products - you're selling yourself.

The following are some simple rules of good salesmanship to follow when it’s your turn to man the booth:

• It’s hard to talk to a customer when you are out of breath from rushing. Allow yourself about 15 minutes in the booth before you go on duty to become familiar with the surroundings
• Realize that the show provides the unique opportunity to talk to a customer on your turf where you control the environment.
• Invest in some comfortable shoes. Booth staff should be on their feet and ready to greet visitors, not sitting in the corner resting.
• Visit with other company personnel after the show. Customers are reluctant to disturb a salesperson that is already engaged in a conversation.
• Please do not bring any food into the booth during the show. Water is permitted – you will need to keep hydrated, as you’ll be talking to many different people!
• If you cannot answer the questions, be prepared to refer customers to the proper source. If no one is available, get the customer’s name, address, and phone number and get back to him or her at a later date.
• Don’t wait for a visitor to ask you a question. Greet people with a friendly smile and act interested in their needs.
• Don’t “pounce” and frighten people away. A hard sell can often drive away the most interested buyers.
• Let show attendees browse. When visitors enter your booth make them feel welcome. Let them know you are there to answer any questions.
• Ask open-ended questions.
• Keep the booth neat and clean. This includes placing personal belongings in a storage area or in the show’s checkroom.
• Disappearing acts are great on stage, but you should always inform your fellow staff members when you leave the booth. Let them know when you will return and be prompt.

Good luck to all the exhibitors taking part in our fall home show season! Happy exhibiting and have a great show!

Home shows happening between now and October 20th, 2013:

Calgary Home + Design Show
Jacksonville Home + Patio Show
Capital Home Show
Birmingham Home + Garden Show
Toronto Fall Home Show
Orlando Home Show
Deseret News Home Show
Vancouver Home + Design Show

Marketplace Events

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Lead Cards. A Must.

Is your company's goal to schedule appointments and qualify buyers at our home show? The answer should be "yes" if you are in the business of remodeling, flooring, landscaping, roofing, gutters, etc...

Using lead cards while talking to your prospects is critical; you must get the important information right! We're not saying you have to use pen and paper, there are digital methods as well for iPads and tablets that will get the job done. You may find a standard lead card and pen is always good to have on hand for those moments when you run out of battery.  ;o)

Here's the great news, our show teams have lead cards for you - simply check out our websites under "Confirmed Exhibitors" and all you need to do is print!

Lead cards capture important info such as:

• BEST time to call
• BEST number to call
• Timing of their project
• Budget for their project
• Interest level
• Personal information -- Did you meet the family? Write down their names! Did they recently purchase their home? When? Are they going on vacation? Where?

The more you KNOW, the better you will do.


P.S. Do not put all home show leads in the same "pot" "bucket" "list"  ...All home shows are not created equal, trust me. Tracking leads from each show separately will allow you to qualify each home show by the type of leads collected; as well as calculate the ROI from the business generated at each show.

Sue Huff
Vice President, Sales
Marketplace Events

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