Demonstrations are a great sales tool in a trade show exhibit; they really grab the attention of the audience. However, to be effective, it is paramount that exhibits are thoroughly planned out and potential downfalls are not only thought of in advance, but also actively avoided. Try following this advice!
Don’t use your trade show booth as a crutch. When working a booth, it is tempting to lean against your booth. It is very important not to do this; it tells the customer that you are bored. You want to show your audience how excited you are to not only be there, but also to be involved with the particular product!
Don’t put up an invisible wall. Make sure you are facing the audience and are accessible to them at all times. When your back is turned to the customers, they feel like you don’t want to be bothered, in which case customers quickly move on, because of all the other attractions available at an exhibit show.
Don’t wait for people to come to you. It is your job to engage in conversation with the customer, introduce them to the product and make them feel welcome! Make eye contact, shake their hand, introduce yourself and of course smile.
Don’t think you can just “wing it”. Don’t waste anyone’s time by not being prepared. Practice makes perfect, come ready for business.
Don’t talk more than the customer. Let the customer tell you what they want. By listening and making your customer feel comfortable you will start to understand their true needs.