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Prepare three to six engaging questions before the show. Samples:
- What brings you to the show today?
- Thank you for stopping by our booth. What prompted your visit?
- What line of business are you in?
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Establish an even gender balance in your booth
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Set measurable goals before the show
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Remember the 80/20 Rule... Listen 80% - Talk 20%
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Minimize the use of trite questions (How are you?, etc.)
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Avoid sitting, eating, and drinking in your booth
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Be friendly and non-threatening
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Smile
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Ask open-ended questions - Beginning with Who, What, Where, When, Why or How
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Relate questions to the industry, product/service and its benefits
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Never sit, read, eat, drink or talk on phone in your booth
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Never close off conversation by crossing your arms
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Never stand with your back to the aisle
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Don’t say "Can I help you?"
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Never drink alcohol or eat garlicky or spicy foods during the day
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Never badmouth your competitors
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Never be unprofessional