8 quick tips for making the most of your next trade show.

1. Ask open-ended questions (eg: “What sector of the industry are you in?”// "So what brings you to the show?"), or merely introduce yourself. Avoid asking prospects closed-end questions like, "May I help you?"

2. Ask prospects how they would like to be contacted. This helps avoid the frequent problem of prospects taking literature and leaving without giving you a business card.

3. Hone your efforts so you focus on just two or three goals for the show. Then make sure to hit all the key points with every contact.

4. Use balloons. Studies show that, for whatever reason, balloons attract people to trade show booths.

5. Stand next to or in front of your display. Avoid putting a table (or anything else) between you and your potential customers.

6. Take advantage of the opportunity to scope out the competition. Do a little detective work on ways you can differentiate yourself and impress clients who can't decide whether to choose you or one of your competitors.

7. Commit to respond to contacts/prospects within 24 hours of shows end with information, follow-up material etc.

8. Send a personal letter to ALL stand visitors thanking them for their visit to your booth. Enclose additional information, or perhaps a testimonial.

REMEMBER:  Your investment in the trade show decays precipitously each day after your return. Capitalize with fast aggressive action SOON after your return home.

Working with you.

 Chris Wilkinson                

Certified Business Behaviour & Attitudes Analyst.

Business Coach.

Tel: (905) 275-2907 (Mississauga).

E-mail: buspilot@bell.net