February 22, 2010
If you are serious about getting sales leads and developing strong business relationships through the usage of your exhibiting stands, you should target decision makers. When visitors come into your exhibiting stands at a trade show, politely enquire about their positions at their company. If they are not key role players, get them to give you names of relevant persons, and don’t spend too much time in conversation. You want to focus your attention on key players ensuring that every minute at your exhibiting stands will count. It doesn’t mean that you have to ignore seemingly unimportant persons. Give every person the time of day, but ensure that the focus stays on key players. Target decision makers of potential client companies even before the trade show and invite them to visit your stand. Make a list of such persons and their roles for the consultants at the stand, ensuring that they know exactly who the persons are once names are mentioned.