• Prepare three to six engaging questions before the show. Samples:
  • What brings you to the show today?
  • Thank you for stopping by our booth. What prompted your visit?
  • What line of business are you in?
  • Establish an even gender balance in your booth
  • Set measurable goals before the show
  • Remember the 80/20 Rule… Listen 80% – Talk 20%
  • Minimize the use of trite questions (How are you?, etc.)
  • Avoid sitting, eating, and drinking in your booth
  • Be friendly and non-threatening
  • Smile
  • Ask open-ended questions – Beginning with Who, What, Where, When, Why or How
  • Relate questions to the industry, product/service and its benefits
  • Never sit, read, eat, drink or talk on phone in your booth
  • Never close off conversation by crossing your arms
  • Never stand with your back to the aisle
  • Don’t say “Can I help you?”
  • Never drink alcohol or eat garlicky or spicy foods during the day
  • Never badmouth your competitors
  • Never be unprofessional