Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent. The slogan Press On! has solved and always will solve the problems of the human race.”
― Calvin Coolidge
The Art of Persistence
Attracting and connecting with prospective clients at trade shows involves attracting the prospect’s attention, engaging with them in meaningful dialog, and getting to know them, briefly. Then you have to disengage to continue to build your prospect list. There is art in attracting and connecting with new clients, but disengaging is also an art, knowing when you’ve exchanged enough information and, to mutually agree for a follow-up call, to provide more solutions.
It takes practice and skill to time it just right. You never want to leave a visitor to your booth feeling as though you aren’t interested enough to continue, and yet you do need to keep connecting with more prospective clients.
A well-designed exhibit booth will help attract quality prospects. BERLINdisplays offers the very best in exhibit structures and graphics to capture the attention of good prospects for you!
From complete custom and modular exhibits to portable exhibits and POPup towers, BERLINdisplays offer the best in design, sales, service, rentals, including complete booth management worldwide services. You’ll have more interest than ever before with a unique, attention-grabbing exhibit booth that will attract the right prospect’s attention and drive potential customers toward your sales team.
Generating excitement before the first word is spoken makes reaching a deeper conversation easier. Let your display capture the prospect’s attention. Then your team can provide the answers and get to know prospective clients on a deeper level. Your sales team will find that booths that attract and intrigue potential customers make the initial conversation much easier!
Disengaging is a difficult skill to learn, but it’s a big mistake to stay with new prospects too long. Yes, they are interested but, they still have to visit the whole trade show. The last thing you want to do is to take too much of their time or, seem desperate rather than dynamic and, exciting. Leave them wanting a little more, so the response to your follow-up contact will be just as positive as the first connection. Watch for signals that it’s time to move on, then use your practiced techniques for disengaging in a way that leaves the prospect feeling good about your connection and looking forward to the next conversation!
Watch for signals and disengage.
- Low fuel. Once the potential client has run low on questions, and you’ve qualified them by gathering all your required information of what their company needs. Disengage! This is a great time to wrap up, offering to follow up and meet again.
- Not a match. It’s important to explore the possibilities, but once you recognize the visitor’s interests or budget aren’t a good match for your products or services, it’s time to part ways.
- Later follow-up. Maybe next year. When you and your prospect realize there is a potential match, but it may take time or input from another department to work. You’ve still made a valuable connection, but it’s time for both of you to establish what they require and the schedule for you to follow-up.
- Prioritizing. If you’re having a great show, there may be a line forming to speak to the representatives at your booth. Show your current conversation partner respect and interest by paying close attention but ration your time with all contacts.
Practice your technique.
- Follow-up offers. Tell the visitor you’re glad to have met them, recap a few ways in which your companies are a good match, and offer to follow up after the show. This is a classic, positive way to put a gentle end to a conversation.
- Tag team. If the line is growing, or the questions turn to someone else’s field of expertise, hand the prospect off to someone who can further the connection.
- Acknowledge the mismatch. There’s nothing wrong with being honest about the timing or fit being less than ideal. Offer to send a link via email, call to check in at a future date, or offer swag that has your contact info which will allow the visitor when to follow up with you.
- Acknowledge the crowd. If more visitors are lining up, work to create a connection and interest in the visitor who is front and center, but be honest about having to ration your time. Express the desire to continue the conversation at a later date and arrange a follow-up call or, date.
Good exhibiting at a trade show requires well thought out designed graphics and a well-designed exhibit. The proper well thought elements will attract the right- prospects to enter an exhibit space and ask questions. We offer the services you need to make your booth the most attractive to the customers you want to meet. It’s up to you to reach out and make the connection, then leave the visitor wanting more so you can follow up and create a lasting client relationship!
We display you at your best. Contact BERLINdisplays for more information, or to begin the planning and design for your most effective booth ever!