Note: See all the posts on this topic here…
When you’ve finally realized that setting of a trade show (or Career Fair) booth requires something besides just being there and inhaling to “work”, that’s a start.
I believe the only real purpose of a such a venue is LEAD GENERATION.
Next post I’ll talk about properly using promotional items, but now I want to talk about how to generate leads in this post.
To generate leads you cannot…
1. Doze in your booth
2. File your nails as people walk by
3. Sit in your booth and whine that people aren’t seeking you out
4. Sit there and eat the candy you brought for the customers
5. Talk on your cell phone to people.
6. Visit the other booths (unless you’re swapping leads or making business contacts)
Unless you have a reason for people to stop they are going to walk by.
Why should they stop unless they perceive there’s something “in it for them”?
How will they know there’s something “in it for them” unless you tell them.
Once I helped a friend who was starting a home inspection business.
It’s a sad subject… who wants to think they need protection against their house burning down?
So I got leads like this.
People would walk by and I’d ask them… (shout over the background noise)
“Have you ever been ripped off by an insurance company?”
That provoked an emotional response that got lots of conversations started.
When we asked them to sign up for a free giveaway, that generated the lead.
We got leads for $1 a piece that day or less as I recall.
But it was because we went outside the booth and spoke to people and caught their interest in a heart beat making an emotional connection.
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