Freshen Up Your Approach to Trade Shows

Many of us use trade shows as a way to get close to our prospective customers. However, trade shows can be tiring and feel repetitive, too. If you feel as if a new approach to trade shows might help you to enjoy them more and increase your chances of success, follow this approach to getting an awesome result at a trade show event, even if it's your umpteenth time attending the show.

• TIP 1: Freshen up your approach to prospects. Smile at your prospect's face first and then look at his or her name tag. Usually the opposite occurs, and prospective customers are denied the eye contact that will most likely get this new relationship off to a good start.
• TIP 2: Invite your prospect 'into your booth area' to say 'hello'...let your actions be part of the invitation. (Arm waving is acceptable)
• TIP 3: Ask your prospect for permission to share a 'great' real life story.
• TIP 4: Let your story highlight at least 2 reasons why your business or product is recession-proof or recession-ready.  Be as specific as you can.
• TIP 5: High Five your prospect for attending the show.
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  He or she has taken a positive, forward-moving action. Then, offer yourself as a 'guide' as your prospect seeks to get their needs met. Remember, connecting at trade shows is about creating a new relationship and then building on that relationship over the long term. The initial impact of this first connection will likely decide whether or not this individual will speak with you again.