Trade fair etiquette for the professional trade fair team

The professional trade fair team is an important factor for a successful trade fair appearance

Here are some tips - as a trade fair guide - for attentive and visitor-oriented stand staff:

• Fixed trade fair rules
• Arrive at the stand fit, rested and punctual (this is not possible with a lot of alcohol late at night.)
• Well-groomed appearance, fresh breath
• Tie, suit or clothing appropriate to the target group (corporate identity, visitors recognize staff immediately)
• Wear name tags on the left lapel
• Keep your hands open and above your belt line
• Exchange business cards
• No use of cell phones or PCs on the stand
• The trade fair counter is not a bar
• Deregister with the trade fair management if you are absent from the stand and evening event
• Trade fair form provided with an abbreviation. Write legibly (block letters)
• Note the priority of the contact for follow-up on the trade fair form (H = High / L = Low)

What characterizes a professional and active trade fair team?

• Optimal competence mix: 50% sales, 50% technical competence
• Invite customers personally in advance - even non-buying customers. If no one comes, it gets boring
• Set personal main goals and achieve them systematically
• Know product/service strengths that stand out from the competition
• Know company goals and help achieve them
• Keep your eyes open for new prospects and customers
• Convey the essential trade fair message in every conversation
• Personalize the brochures you provide with your own notes (they are less likely to be thrown away)
• Attention time thieves! No conversation longer than 30 minutes (this is not the aim of the trade fair, it is better to arrange a visit)
• Also distribute the giveaways that you brought with you

Avoid trade fair errors

• Do not stand together and talk to several colleagues for a long period of time. This scares visitors away because they think they are being a nuisance. It's better to leave the stand for longer conversations, but keep an eye on it.
• Always present yourself positively and attentively at the stand. (Do not use your laptop, cell phone, newspaper, etc.)
• Only sit in the lounge together with visitors
• Only eat in the lounge
• Don’t ignore customers/visitors or keep them waiting

Trade fair follow-up

• Create resources
• Process contacts with the highest priority first
• Call X number of trade fair forms every day. It happens that the “hot” leads being left lying around for too long becomes “cold” contacts.