1. Creating an Excellent Exhibition Booth

• Design the booth so visitors can navigate with ease without feeling crowded.
• Remove any barriers that may come between you and the prospects.
• Keep your message simple so as to not overload prospects with information.
• Address the needs of the target audience.
• Keep audio visual to a minimum.  Loud music, presentations and /or laser pointers can distract other exhibitors and attendees.
• Attract the attention of the attendees by keeping your booth well lit.  The human eye is naturally attracted to bright lights.
• Use bright colors.  They are pleasing to the eye and exciting to the brain.
• Catch their eyes by moving.  Provide movement and in turn the attendees will turn their bodies to your booth.

2. Conversations with Prospects

• Repeat the name of the prospect in conversation.
• If you must choose between people to converse with, choose the one who can benefit your effort the most. 
• Concentrate on the benefits and values that your organization will bring to the prospect, rather than “what you have.”
• Talk about outcomes and give samples of successes.

3. Always & Never

• Always look professional and interested.
• Always be prepared (even for the unexpected).
• Always list attentively.
• Always respond with respect to any reference to competitors.

• Never, ever eat in the booth.
• Never leave your booth unattended.
• Never dismiss a visitor to your booth.

4. Staffing your Booth

• When staffing your booth, review the schedule of events for the conference in advance.  This will help determine the busiest and slowest times for the exhibition.  Usually the morning and lunch time are the busiest times.
• Make sure those who staff your booth are knowledgeable of the organization and/or its products/services.
• Only send your best, happiest and most outgoing staff – no matter what their position with your organization.
• Again, look professional and interested.
• Make sure they wear comfortable shoes.

5. Helpful Hints

• Take the business card of the visitor and provide your card to the visitor.
• If you have purchased lunch in the conference’s dining hall, sit with prospects.
• Recommend other exhibitors with appealing displays.
• Visit with other exhibitors during the down time.
• Do not solicit in the aisles.  Keep a free flow of traffic.

6. After the Conference

• Determine how and what to do better next time.
• Send a brief note thanking those you met, via email or postal mail.
• Follow up with a phone call 2-6 weeks after conference to discuss a further business relationship.

7. Next Year’s Conference

If you decide not to exhibit again call or email the conference office and tell us of your decision and why.  We may be able to do something to resolve the issue.

If you decide to exhibit again review the following for more ideas:

• Review your booth and make sure everything functions, has not faded or become obsolete.
• Assure that the message your booth presents portrays your organization’s image and its services/products.  Things can change in a year.