Now, admittedly, it can be difficult to fit all of this into the thirty seconds you have with the average attendee. The temptation is to talk faster, attempting to cram in as much information as you can. But don’t. Your job is to get them talking – and once an attendee starts talking, they are far more likely to spend some additional time at your exhibit.
Body language also plays a role in how your sales team is perceived. Here are five key things to remember:
- Keep Your Distance: Crowding can be intimidating, especially if the staff is of large stature and the attendee is smaller. A good rule of thumb is to keep at least one arm’s length between the two of you.
- Keep Your Arms Down: Some staffers, especially the flamboyant, dramatic types, have a tendency to talk with their hands. This works fine in a social situation, but can be unnerving or distracting when you’re trying to do business.
- Keep Things Open: Very skittish or shy types may subconciously feel ‘trapped’ if you position yourself between them and the way out of your exhibit. You don’t have to be an Old West Cowboy with this – there’s no need to always stand with your back to the wall – but be aware of spatial issues and attempt to keep things open and comfortable.
- Keep An Eye: On the way the conversation is going. If you have the slightest suspicion that an attendee is uncomfortable, or just doesn’t like you, hand them off to another staffer. Sometimes personalities just don’t click, and it’s better to step out gracefully than attempt to blunder through the encounter.
- Keep An Ear: Open for what the attendee is saying. People can tell when you’re really listening and when you’re going through the motions. A million subtle physical cues give it away. Don’t try to ‘phone in’ your interest. Pay attention!
Go over these items with your team before the show. When your team is skilled, they won’t need strong arm tactics – which will make everybody happy!
