Steps to Effective Boothing

For more information on how to have a successful Expo, please come to our Vendor Booth Camp just before our vendor meeting. There trade-show expert DJ Heckes, from Exhib-it, will be giving you all sorts of pointers as to how to size up the potential in a client and how to approach people to the setup of your booth and marketing the show after it's over. Be sure to come so you can make the most of your booth at the Wedding Expo. 

 

Four Steps to Effective Boothing

 

1. Break the Ice:

   A. Develop approach questions

       - ask open questions

       - focus on business

       - don't ask question if you don't want the answer

       - don't ask questions if you don't know what to do with the answer

       - don't ask a question that leads to a pitch

   

   B. Develop questions in three scenarios:

       - when a prospect approaches the booth

       - when there is a demonstration or sampling

       - when nobody stops at the booth

 

2. Gathering Information - develp questions in six criteria

  - Authority

  - Capability

  - Time

  - Identity

  - Obstacles

  - Need

 

3. Making Effective Show Presentations

  A. Opening - tell them what you are going to tell them

      - bridge from information getting to information giving

      - restate the visitor's wants

      - articulate the next steps

 

  B. Body - Tell them what you just told them

      - review concerns

      - introduce new features, benefits, proofs and confirmation statements

      - bridge to next want    

 

  C. Close - thell them what you just told them

      - review concerns

      - ask for the commitment

      - reinforce rapport

 

4. Disengage

  A. Presumptive disengagement

      - refocus

      - the set up

      - the proposition

 

  B. Conciliatory disengagement

     - the acknowledgement

     - the invitation

     - the reality check

     - the call to action

 

For more details on each of these, come to the vendor meeting at Hard Rock or contack DJ Heckes for other trade show training, which is free to Wedding Expo vendors.

 

Submitted by DJ Heckes from Exhib-it, trade show marketing experts who are passionate about creating, designing and managing the trade show needs of businesses.   505-828-0574 or

exhib-it.com