222 – Pro Tip 10 – Don’t prejudge attendees – All about

Trade Show Pro Tip #10 – Don’t Prejudge Attendees

One of the main things I see exhibitors do that holds them back from reaching their potential but goes unnoticed is that they prejudge attendees who walk by their booth.

What I’m saying is, observe the people who approach your booth and decide whether to engage with them based on their age, what they’re wearing, gender, and even what company they’re from.

You have to understand that you don’t know this person, and you don’t know their role in the company unless you ask them. The key to getting people into your booth is engagement!

Let me tell you a story. A few years ago I was at a trade show with a company that sold high-priced equipment to fire departments. Several people in my booth were regional sales representatives.

An attendee wearing a Baltimore Fire Department T-shirt started to approach and glanced at our booth as he walked by. I turned to the Baltimore representative next to me and asked him, why don’t you talk to that guy? He said, he might be a firefighter. He’s not the one I want to talk to. I said, do you think he might know?

Another way we prejudge is this: The other person isn’t looking in my direction. Maybe they’re looking away, or checking their phone, or chatting with someone they’re walking with.

Here’s the thing – this person could be your next big customer and may only walk by your booth once. If you knew this was the case, would you let them pass by? I hope not!

Feel free to grab their attention! Say excuse me so they look at you! Then ask them questions to confirm their identity. It’s not hard, don’t think you’re too salesy. The attendees are in it for business just like you are!

If you’re an introvert who always waits for others to come to you – we need to break this bad habit, my friend! I’m an introvert at heart and have struggled with this for a long time. You just need to put it behind you and reach out to attendees who walk by. The worst that can happen is that they say no. No big deal!

Mentioned in this episode: 134 – Advice for Introverts (link)

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