Welcome to this e-training on how to build business and relationships in the booth of a trade show.
This course is for you who will work on the floor, in your booth, at a trade show. It is also for you who are heading the event project when you are exhibiting at these trade shows. The focus is B2B, where the trade show is a way to build relationships with existing customers and connect with prospect.
This course will help the people on the floor prepare and perform on a high level. This is the opposite of people who only get two shirts with a company logo on them and a “Good luck, don’t mess up”.
1.1 Introduction and welcome
1.2 The importance of setting goals before the trade show.
1.3 The meeting wheel. A conversation model that takes you from a Hi to a Goodbye
2.1. At the booth: The power of first impressions
2.2. Getting the Hi and the Welcome right
3.1. Qualifying the visitor and finding out who they are
4.1. How you find out what the visitors need and want by asking the right questions
4.2. How you find out what the visitor want by listening of the right level
4.3. What you should do if the visitor isn’t a customer or prospect, and you have a busy booth.
5.1. How you talk values and not only features when it is your time to present your solutions
5.2. Why you should include stories and anecdotes in your presentation
5.3. The quick communication tips that will help you win over the visitors
6.1. Three decision styles your customer has and how to get a commitment
7.1. How to end the conversation in a positive way
8.1 How you can use an elevator pitch to quickly create an interest
8.2 Five super-practical tips when you work in a booth, to keep strong and energetic
8.3. How you quickly can build rapport and chemistry with anyone
8.4. The three superpowers of communication that you should master
8.5. Why you should be aware of other cultures communication preferences if you work in an international environment
8.6. How to find out if the customer is really interested or not
8.7. Tips for non-verbal communication that strengthen your messages