Practise the 80/20 Rule at the exhibition
You will notice that a lot of exhibitors come armed to pass out information to their visitors. They come ready with their brochures, catalogues, banners full of information, posters on all their walls and many other forms of literature and marketing materials. They are ready to share, share, share.
COME READY TO LISTEN
It might benefit you to take the route less travelled. Come ready to listen.
Instead of doing all the talking in one direction, broadcasting out to visitors who you are and what you do, how about extending a warm hand and a listening ear?I personally find it very refreshing when an exhibitor singles you out from the crowd to ask you about your day (good ice-breaker, simple, nothing complicated) and then pass the conversation over to you. They are there to listen to you, not to you flood with information.
It happened to me at an exhibition in Guangzhou, and again in another exhibition in Ho Chi Minh City, Vietnam. Both instances, these out-of-the-ordinary exhibitors reached out to treat me as a person, an individual, instead of just a walking sale.
They connected with me on a human level, and were actually keen to find out more about what I did and what I’m keen to find at the exhibition. Naturally, the conversation flowed easily and I became more interested to find out what the exhibitor does. They actually made me much more receptive to what they have to offer! And they left an indelible impression.
At the end of the day, when I leave that exhibition, I would sure remember the exhibitor who was different from all the others. The one that left me with a feel-good feeling.
LET THEM DO THE 80%
Why don’t you try this at your next exhibition? Let your customer do 80% of the talking, while you listen. It would mean your 20% will have more impact on them.
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