Dear Mr. Hill:

You have commented about what not to do when you stand booth duty. Since I will be doing a few trade shows in my territory, please give me some pointers of what I should look for when I am asking/requesting people for stand booth duty.

Jim, Sales Manager

Akron, OH

Dear Jim:

Standing booth duty is hard work, but the return on your effort can be tremendous.  The opportunity to generate more sales opportunities in a three day show that you can in 6 months to a year working from your office, should be enough to get anyone interested. But the problem is most sales types don’t look at it like that.  They only see that they are going to be away from their family, friends and clients for three days. You want someone who is a good listener, a person that can ask the qualifying questions without jumping to conclusions.  A good person in the booth is enthusiastic, positive, dressed to do business, qualifies rather than sells, and gives the attendees the impression that he or she is happy to be here and able to serve you. When you have people like that in your booth, you will come away with a number of qualified sales opportunities.

To your continued trade show success

John Hill, Trade Show Coach