Course Highlights

This course for people staffing tradeshow booths will:

  • Provide guidance on staffing tradeshows with the appropriate personnel.
  • Illustrate how to establish achievable goals for tradeshows.
  • Offer techniques for attracting booth traffic and managing visitor conversations.
  • Explain how to qualify prospects and collect visitor data.
  • Share strategies for follow-ups after each event.

Course Overview

In this two-hour virtual training program, we will delve into the key concepts of effective tradeshow selling. The course begins with a discussion about what tradeshows can and can’t do for businesses. Following that conversation, we will explore how to choose the right people to staff a tradeshow and how to establish realistic goals.

Next, participants will learn methods for generating booth traffic and managing conversations with visitors. Then, we’ll discuss qualifying prospects, collecting valuable visitor data, and strategies for post-event follow-ups.

Towards the end of the program, we will address professional behavior, including appearance and etiquette standards during tradeshows. Finally, participants will also be prepared to handle challenging visitors and unexpected situations with grace and tact.

Program Objectives

At this program’s conclusion, participants should be able to:

  • Describe what trade shows can and can’t do for business.
  • Staff a show with the right people.
  • Set realistic goals for shows.
  • Generate booth traffic.
  • Manage conversations with visitors.
  • Qualify prospects.
  • Gather visitor data.
  • Follow up after each event.
  • Appropriately greet and engage visitors.
  • Adhere to professional appearance and etiquette standards during tradeshows.
  • Handle difficult visitors and unwanted surprises.

Program Modules

  • Know Where You’re Going: Targets and Success Measures
  • Divide and Conquer: Roles and Responsibilities
  • Identify the Visitor: From Solution Seekers to Swag Collectors
  • Follow a Plan: Engagement Strategies and Qualification Questions
  • Work the Stage: Good Show Etiquette

At the conclusion of this two-hour workshop, participants should be equipped with essential knowledge and skills for tradeshow selling and be able to apply them effectively in a real-world context.