At the exhibition, you will encounter many visitors and potential customers.
They walk past your booths and most exhibitors are good at making eye contact and a polite nod, but that's simply not enough!
To make the best out of your company's investment in the tradeshow and exhibition, you should be engaging and interacting with visitors to the show. And once you've gotten past the ice-breaker and made contact, once you have passed your brochure and marketing collaterals, the visitor usually takes in your company's proposition and asks a few questions to get the conversation going.
Don't falter now! Make sure your team is ready to respond to simple questions and the basic objections.
You can prepare for this before going into the tradeshow, by having a list of questions and objections most likely to be posed to you by visitors drafted out and answered. Have this on paper and distributed to your team. Ensure they are all on the same page and can answer accordingly. This will help your team to present your company confidently to visitors, instead of hemming or hawing your way through their questions and looking totally unprepared.
Once you've passed the test of answering basic questions, only then will visitors be keen to take the conversation further.
All the best!