Being a part of a trade show can be a wise investment for any company. But preparation is important because it can ‘make or break’ how well you succeed during the show. Employees must realize that they are acting as a representative for the company and should be knowledgeable of its products and services. Preparing your staff for the trade show is a big job, so get started early!

 

Course Outline


INTRODUCTION
Course Objectives


MODULE 1
Pre-Show Preparation
Prepare for Physical Issues
Developing a Great Elevator Speech
Setting up a Schedule
Connect with Attendees
Knowledge Check


MODULE 2
Booth Characteristics and Set-Up (I)
Stand Out
Create a Booth Manual/Checklist
Technology
Scout a High Traffic Area
Knowledge Check


MODULE 3
Booth Characteristics and Set-up (II)
Signage
Match Your Brand
Private Area
Focus on a Message
Knowledge Check


MODULE 4
During the Show (I)
Company Objectives
Highlighting Your Product
Do Something Memorable
Social Media
Knowledge Check


MODULE 5
During the Show (II)
Classic Do’s and Don’ts
Gamification
Walk the Floor
Keep the Distractions Away
Knowledge Check


MODULE 6
Qualifying Visitors
Know the Answer
Engage with Qualifying Questions
Body Language
Listening Skills
Knowledge Check


MODULE 7
Engaging the Right People
Prospects
Time Wasters (Catch and Release)
Press
Competitiors
Knowledge Check


MODULE 8
The Rules of Engagement (I)
Start With an Open-Ended Question
Record all Prospect Information
Be Specific with Your Message
Get a Commitment
Knowledge Check


MODULE 9
Rules of Engagement (II)
Having a Welcoming Environment
The Dos and Don’ts of Business Cards
Observational Skills
When Not in the Booth
Knowledge Check


MODULE 10
After the Show
Review Information and Rank Your Leads
Follow Up with Your Leads
Send Information Promptly
Lessons Learned
Knowledge Check


ASSESSMENT
Post-Test

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