Each person who approaches your booth is a potential customer; however, the welcome questions will allow you to determine if it is worth continuing the conversation to a deeper level. Once you have a possible lead, you need to qualify it to determine its viability. To qualify a lead, you need to understand if there is a fit for your product and also if there is a way for the prospect to get the funds to purchase it. Using the information from the intro, the sales engineer can focus on specifics and not waste time trying to cover everything. Review the items they want to see, make sure you are in sync with the prospect. This is also a good time to provide a brief of other things they may want to see.
Trade shows are a perfect time to learn about your prospects. Present Yourself Appropriately, you only have one shot at delivering a great first impression. Use your body language to project appropriate confidence and self-assurance. It may help you to prepare some questions for the booth visitors. Maximize the conversation with prospects. Based on their answers, give examples of how your solution has helped others like them. If someone is not a decision-maker, ask if they know someone who would be a fit in their company. Make sure you have a solid next step, even if it is only sending a Brochure in PDF file, a commitment from them to take a phone call on a specified date for a meeting.
Be courteous and attentive. You can build your reputation and impress visitors when you speak effectively. Ensure that you can communicate your messages clearly and succinctly. Try to help. If you know of a company or product that can help your visitors, suggest it. Sharing prospect information to the other company’s sales staff and asking for referrals is also a good way to get more leads.