Tag Archives: follow up

Jun 17

In Part 1 I talked about three of the six senses or “right-brain directed aptitudes,” that Daniel Pink refers to in his best-selling book, “A Whole New Mind” – namely, design, story, and symphony.

This week I’ll share information about the other three senses, empathy, play, and meaning, and how these relate to your trade show experience.

Continue reading…

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May 20

Trade show routineSpring is a time when we brush off the winter blahs and just feel the urge to be active. It’s a time when we wake up our body, mind and spirit.

The question is how often do you exercise your exhibiting muscles?
Do you have a regular workout designed to increase your trade show dexterity and boost results?

Whether you’re looking for strength training to increase your competitive edge, flexibility to improve your marketing strategy, or just general overall fitness, a regular workout program is a must.

Find your level of fitness training in the following:

Continue reading…

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May 18

I recently read an article in Newsweek about being invisible in different cities around the globe by just fitting in with the locals, in the way you dress and behave.

This triggered a thought about how most exhibitors display themselves at trade shows. They have similar booth displays, bland and often uninteresting graphics and an array of stuff that is simply blah!  In other words, there’s very little that jumps out at the visitor with the message “Notice Me!”

Walking down the aisle as an attendee, these exhibits blend into nothingness, and are quite simply, seem to wear the invisibility mantel with pride.  This begs the question, “is this really the role you want to play when you invest serious marketing dollars to be at the show?”

Here are three ideas to consider if you decide you want to be noticed:

Continue reading…

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Apr 08

How many of your booth staffers realize that the most important message they send is communicated without a single word being spoken? Body language is a critically important element of communication. The way we hold ourselves, from posture to hand position and our proximity to our peers can determine how successful we’ll be as exhibitors.

Here’s a quick checklist. How many of the following “Sinister Six” body language habits do your staffers have? Continue reading…

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Feb 04

WII-fm plays everywhere all the time, but on the tradeshow floor listenership is at its peak. WII-fm, better known as “What’s In It for me,” resonates loud and clear among tradeshow attendees as they walk up and down the aisles, attend educational sessions, and networking events.

The Problem:

Most exhibitors only tune into their own WII-fm channel, which means they just think about themselves, their products/services. How do I know this? It’s blatantly obvious. Nine times out of ten, when I hear an exhibitor presentation, they can’t wait to shake hands, introduce themselves (that’s already a good exhibitor), and then launch into their verbal barrage (static) of what they have to offer, giving little, or no heed to whether or not a need exists.
The Solution:

The solution, like many things, is simple, but not easy.  Here are three steps to follow to help get rid of the static and pump up the success volume:
Step 1: Lower the volume on your WII-fm channel and tune into your prospect’s WII-fm channel. 
Step 2: Ask questions to uncover needs, and discover what’s most important to your prospect.
Step 3: Listen to the answers (this is tough), then take this valuable information, and tailor it to fit your product/service presentation or demonstration.
To make sure this three-step volume pumping process works successfully, use some tradeshow booth staff training prior to the show as and integral part of your pre-show planning, and preparation. Your team, like actors on a stage, need preparation, and practice (learning how to listen), which means knowing what to do, and how to do it, to help guarantee successful results. Don’t assume they know!

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