• Who
• What
• Where
• When
• Why
• And How

These open questions will not only show interest in the person but also help you to qualify the visitor as a lead or not. These open questions will also help you understand more about their business and their level of responsibility for making a decision to purchase the service/product you are offering.

The initial open questions will help you to focus on the most important areas of interest to the visitor and therefore help you to be more specific about what is being offered to help them/their business. When asking open questions you should be able to get a feel for any issues/problems they are experiencing. This will then allow you to sell the benefits of your product/service to the visitor and potentially generate an order/agreement to contact them after the exhibition to discuss the solution in more detail before they make a commitment to buy.

Part of the process is educating the visitor to your product/service as well as developing the need to the visitor to what you are offering.

In asking questions it is important to get to know the person so you start the first steps in developing the relationship – after all People buy People.

When you are responding to their questions allow thinking time and keep your reasoning for the solution transparent otherwise you will find the visitor losing interest.

The post Powerful Questions to ask Visitors on your Exhibition Stand appeared first on Ripley Training.

2. Look professional and in keeping with your brand. That doesn’t mean wear a three piece suit if that’s not your brand nor does it mean you can’t have fun just make sure you’re appropriate.

3. Always be aware of your behaviour – Even if the stand is quiet assume people are watching you, don’t do anything you wouldn’t do in public. I once saw someone eating a burger on a stand and apart from stinking the place out with the aroma of burnt fat guess what kind of an impression he made with all the juices running down his greasy hands.

4. Be helpful, even if the person you’re talking to is unlikely to give you any business always be nice, polite and helpful. You never know, they might recommend you.

5. Be sure to treat everyone, fellow exhibitors, visitors, exhibition staff and anyone you come in contact with as you would like to be treated yourself. People want solutions they don’t want problems, if there is a problem always suggest a solution and hopefully one that makes everyone happy.

6. Be focussed, know why you’re there. Ie is it a PR exercise, brand awareness, to generate leads or a combination of some or all of them.

7. Engage with the exhibition visitors when they walk by your stand, be bold but not pushy, strike up a conversation. You’d be amazed at how many will talk to you when you just say hello to them.

8. When engaging with visitors, talk about them, find out about their needs and why they’re at the exhibition. Use questions to qualify them, be subtle and don’t interrogate. That way you’ll know if you can help them with your products and services. If they’re not interested why waste your time and energy and theirs.

9. If you meet someone and there is a possibility to do business, always take notes of what you said and to who and then follow up after the show and keep true to your word. Don’t wait, don’t collect £200, don’t go past GO, contact them immediately after the show. Better still ask them when the best time to call would be.

9.5 Take two pairs of shoes with you (different styles) and change them every two hours. It won’t stop your feet from hurting but will be easier on them as they will press on different pressure points.

Coincidently if you take those 9.5 steps not only are they good advice for generating leads on an exhibition stand, most of them also make for good advice to lead a prosperous and fruitful life.

At our planned events we are giving a way a copy of the written e-book by John Hotowka, ‘How To Become A Lead Generation Machine At Exhibitions’ with a ton load more information than you can shake an enquiry pad at – click here for more details of the UK dates and locations.

The post Top 9.5 Tips To Generate Leads at Exhibitions appeared first on Ripley Training.