With 1000 exhibitors at a standard national trade show, you can expect around 10,000 to 12,000 attendees. With these numbers, you can assume around 300 to 400 of those visitors will stop at your booth. If you were to spend that time conducting cold calls, you would not come close to hitting those numbers. For that reason, exhibiting at a trade show offers the perfect opportunity to get the word out about your products or services.

Trade shows are the perfect opportunity to impress both existing and prospective customers. The ability to attract new business at these events requires a booth that instantly conveys your message.

When discussing your business with prospective customers, you are building relationships. Even though having discussions with attendees may be more difficult than other circumstances, you ARE getting the valuable opportunity to present yourself and your business, which is vital in establishing a working relationship.

Remember, if you are not exhibiting at key trade shows, and miss the opportunity to build those valuable relationships, your competition will surely benefit. Without a presence, your competition will have the chance to sell to new prospects and perhaps entice your existing customers to purchase from them. Of course, it is not practical to exhibit in every trade show, but do your research then make sure you participate in the shows that are crucial to your industry.

Long has there been a debate on whether or not it is appropriate to sit while exhibiting at a trade show. Yes the hours are long, you will probably be dressed nicely in uncomfortable shoes, and it will surely feel nice to have a chair available – but is it appropriate to sit when exhibiting?

When exhibiting at a trade show, creating a welcoming environment that prospective clients will feel excited about entering is crucial. If potential customers see you standing at the entrance of the booth, ready to be of assistance, they are more likely to stop and engage in discussion. On the other hand, if you’re sitting behind a table, set away from the entrance, it’s easier for the attendees to keep on walking, before you’ve even had a chance to say hello.

When standing, you create a sense of positive energy. You will give the impression that you are too busy to sit, and that you are excited about what you have to offer. In contrast, sitting often gives an impression of bring tired or bored.

Yes, sometimes we have physical limitations when it comes to standing. In this case, if you must be seated, think of placement. Don’t hide behind part of your booth. Rather, be an integral part of inviting people to stop. Remember to turn on the energy in your demeanor.

When exhibiting at trade shows, standing is always the best option. If necessary, invest in a pair of stylish, but comfortable shoes! It will surely make it easier to smile at your future customers!

Regular trade show exhibitors know the extensive preparation, time, and money that go into putting together a noticeable display. In addition to the equipment, props and materials presented, the development of a web and printed direct mailer, alerting customers of the upcoming event and selecting the winning prize for the giveaway you’ll be hosting are all part of this preparation. Then, finally, the actual trade show takes place. With all the time and energy that was placed in organizing this event, it’s sometimes difficult to exhibit the right energy.

The people attending the shows expect walking into an arena of salespeople, sometimes thousands of salespeople. Obviously no attendee will talk to every exhibitor, so in order to ensure your prospective and existing customers stop at your booth requires positive energy in your demeanor. Displaying this positive, energetic demeanor does not require changing your sales style, as everyone has different tactics for delivery. Rather, demonstrating through your attitude and mannerisms will result in increased attendee drop-ins.

The attendee drop-ins are the crucial moments to build new relationships and strengthen ones already established. This can best be achieved by creating a sense of excitement. Talking with someone who comes off as tired, bored and uninterested in his or her job at hand is never pleasant. So, be the person people can have a positive and upbeat conversation with.

Your job is to make prospects feel that they are going to miss something if they don’t stop to talk with you. Exude excitement, and they will be drawn to hear what you have to offer. Dictionary.com cites effectiveness as the synonym to energy. To exude energy at a trade show is to be effective. The last thing you want is to waste time and money.