Contents introduction chapter. I. Booth etiquette

1.3 Booth etiquette Celebrations.

They may not be familiar enough with your product or service to know what questions to ask, so you need to take the lead and ask them about their needs and what they’re looking for.Remember the importance of body language -- your own and that of attendees -- every time you speak to a potential customer. Greet everyone with a smile, maintaining eye contact as you speak to them. Pay attention to their body language to determine how interested they are, if they’re confused or if you’re coming on too strong. If an attendee starts glancing around the room, that may be a sign she’s bored or feels you’re pushing her into making a purchase. Ease up a little, or ask her questions to renew her interest in the conversationRegardless of how eager you are to attract new customers, it’s important to keep in mind that other exhibitors are also conducting business.

Avoid disruptions such as bright lights or loud music and announcements, which could interfere with other exhibitors’ ability to talk to prospects. Also, while it’s acceptable to be friendly to fellow vendors, it’s considered unprofessional to venture into their booths, especially if they’re speaking with prospects. If the exhibitor happens to be a competitor, it could be construed as an attempt to poach customers or interfere with his ability to make a sale.In business, as in social situations, first impressions are crucial.

Giving a bad first impression can lose you the confidence of prospective employers, customers and clients, and even cost you business. The first impressions you give a customer or client will set the tone for your future business relationship and shows that you are professional and prepared. However, it is not difficult to give a good first impression every time by following a few simple guidelines.Dressing appropriately is very important in first impressions. Appropriate dress shows that you respect your business and your customers.

If you look successful and confident, then others will have more confidence in you as well. Showing up to a meeting poorly groomed shows the other person that you do not care enough about the meeting to bother making an effort. When you are dressed properly, there is also nothing to distract others from your message. Because some industries have a more casual dress code than others, you should try to dress similarly to what others in your industry wear. However, when in doubt as to what to wear, always err on the conservative side.You body language is one of the first things a person will notice meeting you. If you body stance is slouched and closed, you will send the message that you are not interested in the other person. Standing straight and naturally, with your shoulders back, arms at your side and head up, indicates that you are interested and enthusiastic and ready to do business. When listening to someone, face the other person with your shoulders squared to theirs, keep your hands at your side and maintain eye contact.

This demonstrates you are focusing entirely on the other person.Showing confidence when you greet someone for the first time gives a good first impression. Show the other person that the meeting is important to you by thanking them for meeting with you and by always having a positive attitude.To give a good first impression, make sure you do not do all the talking. One rule of thumb is to try to spend at least as much time listening as talking. Demonstrate that you are interested in the other person and what they have to say by taking the time to ask questions and listen.

Maintain eye contact with the person you are talking to and give him your full attention. Make sure you are speaking clearly and loudly enough for the other person to hear – this will also show confidence.If you are going to an office to meet with someone, make sure you are friendly to everyone you meet at that office, not only your client.

Greet the receptionist, others in the elevator, the person who brings you coffee, etc. In this way, everyone in the office will have a good first impression of you. If you are a prospective employee or are making a sales call, make sure you also establish a rapport with the decision makers' secretary.

Many employers ask for their secretaries' opinions and feedback on prospective employees and clients.Etiquette covers a set of rules for a variety of interactions and situations. In all business dealings, you should practice proper etiquette to leave the right impression on those around you. Business etiquette can be a bit more formal than personal etiquette. Ignoring basic business etiquette might be detrimental to your business reputation and career.

Especially in management and leadership positions, employees should strive to set a good example for other employees in the business.Always identify the company and your name when you answer your business phone.When you make calls to others, always identify yourself and your company. Speak clearly and avoid working on other tasks while you are on the phone. You should never eat, drink or hold outside conversations while you speaking on the phone.

Even though emails seem to be informal, business emails should maintain a sense of formality. Use greetings, proper punctuation, grammar and closings.

Proofread all emails before you send them, and even read them aloud in some cases to check the tone of the message. Avoid using all caps in an email, which is seen as yelling. Text abbreviations and emoticons have no place in business communications. Review the "to" field before sending to ensure you have chosen the right recipient.

Avoid fidgeting and leaning against booth walls and furniture. Be mindful of other people in the booth and near your space. Do not enter the space of another exhibitor.As the new year approaches, are industry events and trade shows part of your marketing plan? Before you go, make sure you’re set up for success by considering the importance of booth etiquette.Here are four tips to think about the next time you’re on the show floor:1. Be aware of your body language.

Remember you’re acting as host of your booth. Maintain a friendly demeanor with a welcoming stance as booth visitors approach your space. Keep your arms naturally at your sides or fold them behind your back. Avoid crossing your arms as it can be perceived as defensive and might cause people to walk past you.

Make sure to have an ice breaker on your signage.Your signage is usually the first thing an attendee sees. Why not pull them into your booth with a statement about your value proposition or a differentiator from your competition?In the picture below, we use our “freemium” model to our advantage by mentioning it on our backdrop. It peaks people’s interest and allows the booth host to tell them exactly what it is and why it’s something to try.. Pre-populate your browser with specific pages you want to show from your website.Many trade shows and events have less than ideal internet service. Whether it’s the free wifi provided by the venue or the portable hot spot you brought along, be prepared for slow loading pages. One way to combat this is to open individual tabs on your browser. This way when showing booth visitors your website, you can easily transition from page to page without dealing with slow load times.It’s time-consuming, if not impossible for attendees to hear pitches from every booth. Condense your message to a short overview that leaves visitors wanting to follow up and find out more.Give them a takeaway like the example below. Anticipate questions visitors might have and provide the answers

Attendees are looking at the exhibit staff for a reason to spend time at your booth.

After being initially drawn in by the booth or brand itself, your staff is the reason they will stay or go. The following body language tips will help convey a professional and approachable demeanor: Stand up and greet attendees in front of the booth If seats are needed, use tall stools that create contact at standing eye level Smile and make eye contact with attendees from all directions Speak with trade show attendees, not colleagues Sit down only if you are with a client who also wants to sit Do not cross arms or legs, keep hands out of pockets Avoid fidgeting and leaning against booth walls and furniture Be mindful of other people in the booth and near your space Do not enter the space of another exhibitor Be enthusiastic, confident, and polite Thank attendees for spending time at your booth when they arrive and leave Though simple, these basic body language tips offer an approachable and professional atmosphere that will encourage prospects to visit—and stay in—your booth.

Trade show booth staff should be assigned a specific area of the exhibit to cover and should have the expertise to convey important company information to attendees. Some companies even provide staff with a customizable greeting and sales script, so each member of the team is prepared to deliver a consistent, polished, and effective message to attendees.Beyond the sales script or elevator pitch, company representatives in a trade show booth should be prepared to answer basic questions or know where to obtain more information.

The booth should also always be managed by at least one person who has that expertise or authority, and that person should be accessible to supporting staff and attendees at all times.People attend trade shows for a reason, so it is important for booth staff to quickly introduce themselves and ask attendees questions quickly to find out if they can help them in any way. This is where a greeting or introduction script can come in handy, but such a script is only effective if booth staff use it to engage attendees.Most of the people attending a trade show have some relevant reason to learn more about your products and services, so make sure that your staff offers them a brief overview of the script and has the skills to continue the conversation and engaging the prospect from there. Staff should be prepared to ask ​open-ended questions to build a rapport with attendees and determine needs.

Beyond the sales script or elevator pitch, company representatives in a trade show booth should be prepared to answer basic questions or know where to obtain more information.

The booth should also always be managed by at least one person who has that expertise or authority, and that person should be accessible to supporting staff and attendees at all times.People attend trade shows for a reason, so it is important for booth staff to quickly introduce themselves and ask attendees questions quickly to find out if they can help them in any way.

This is where a greeting or introduction script can come in handy, but such a script is only effective if booth staff use it to engage attendees.Most of the people attending a trade show have some relevant reason to learn more about your products and services, so make sure that your staff offers them a brief overview of the script and has the skills to continue the conversation and engaging the prospect from there. Staff should be prepared to ask ​open-ended questions to build a rapport with attendees and determine needs.This etiquette rule should simply be a part of greetings and body language, but unfortunately, because of its abundance at trade shows, it deserves its own category. One of the most common trade show booth etiquette violations occurs when food and drink are kept in the booth for the staff's personal consumption.

Trade show days are long; certainly, your staff should have access to snacks and water. But those snacks and drinks should not be consumed in the booth or left visible to trade show attendees. It is easy to spot napkins, wrappers, plastic bottles, and other items that are not part of the booth. It may sound elementary, but reminding booth staff to avoid eating, drinking, and chewing gum within the booth can be the difference between looking professional or appearing like slobs. To avoid this, some trade show exhibitors choose to issue their staff branded refillable water bottles, which can be a great option for ensuring well-hydrated and professional looking staff.