Article Surfing Archive

1. Listen 80%, talk 20%. Ask open ended questions to promote conversation.

2. Offer an incentive for visitors to leave their contact information. For example, drop off your business card to be entered in a draw. You can follow up with these new contacts later.

3. Set up a laptop with a video or slide show running to catch people's eyes and interest.

4. Don't eat, fold your arms or sit down in your booth. You're not encouraging anyone to visit.

5. FOOD! A bowl of individually wrapped candies is a great incentive for people to come to your booth. Especially when shows run along mealtimes! You can also have your business info printed on the wrappers.

6. Make sure you know what comes with your booth. Is there electricity? Do you need to bring your own tablecloth? If they are providing you with one, what color is it? Is it stained and full of holes? Great things to know beforehand!

7. Find out who your neighbors will be. You may get a surprise if you show up at your booth the day of the show and discover you'll be sitting next to a competitor all day.

8. GIVEAWAYS! Let's face it, freebies make people feel happy. Make sure your giveaway is something useful and hopefully long lasting. Be sure of the quality of the ink used to imprint your company name and contact info. You don't want your phone number to wear off in a week.

9. Keep notes on your visitors. This will help when you follow up with them.

10. Have a goal for the show. Do you want to come out with 200 business cards or 5 quality leads? Be realistic, but challenge yourself.

Copyright 2006. Kitt MacLean. Article may be reprinted so long as the Bio is included. Please inform the author of the use.