Unqualified employees in your stand

The success of your exhibition participation might be determined by communication rather than selling. You could use your top seller. It takes however much more to attract attention in an exhibition stand. Communication skills and enthusiasm are indispensable to keep a conversation going and some people do better than others. Working one or several days in a stand takes a lot of energy. Which employees have the capacity and remain fresh and motivated? Those people can make a difference. Take a good look at your team’s composition as well. Select people who will make the best possible contribution and not necessarily employees you are close to. In short, compose your team in a commercial and professional way.

Unqualified leads and forwarding them straight to the Sales department

There are various kinds of leads. For this reason it is risky to forward all contact data unseen to the sales department, without any explanation. If you have a good conversation with a valuable lead, you should make as many notes as possible. You can for example use your Smartphone or Evernote. Take a picture of the visitor’s business cards and note everything you can remember of this conversation. Evernote will save it online, allowing you to read it later on. You might also use a qualification system for leads. People you definitely wish to talk to again, will get the letter ‘A’, other people, you expect only little of, will get a ‘C’. In Evernote you might, if desired, apply tagging, allowing you to filter and contact all ‘A’ leads afterwards. In combination with your notes, you will have plenty of starting points for a good follow-up.

Always participating in same exhibitions

People love regularity and the same goes for exhibition participants. Although you have had lots of success on the same exhibition for many years, you might of course always try something else. Perhaps you can promote a new product to a different target group? Or you participate in moderate exhibitions and it is high time for something new? Dare to renew and continue to develop yourself.

Too much information

A major pitfall for exhibition participants: They want to give too much information. Enthusiasm is one thing; a stand is, however, no department store and the best thing you can do is formulate a clear message which will attract attention. People often decide in a in a fraction of a second if they want to talk to you, so make it yourself as easy as possible and don’t try to satisfy everyone. How will you attract attention and what’s your message? Think about it in advance.

Communication with wrong people

Exhibition participation remains an extremely valuable way to make contact with prospective customers. Just being there won’t be enough. You will have to work hard to make contact with the right people, you will have to follow-up your leads with complete determination and, above all, take pleasure in your work. It will definitely bear fruit.

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