Exhibiting at tradeshows continues to be an effective way to strengthen current customer relationships, initiate new ones and fill the sales funnel with qualified leads.
The responsibility to accomplish these goals falls to the onsite booth staff. They are the company’s front line on the show floor and can make or break the entire program.
Exhibits are staffed, in general, with two types of people; those who manage the exhibit (I&D, scheduling, etc.), and others who interact with, and sell to, attendees (sales and marketing reps.) This staffing plan appears reasonable. Reality, however, is often extremely different. Engaging & qualifying attendees on a show floor must be accomplished in record time… often, in less than a minute. Therefore, it’s always a good idea to bring in a few “hired guns” who are specifically trained and experience to intercept, engage and qualify attendees quickly and accurately. View the document….