Trade shows are comprised of people. Many different people. During your exhibiting process, you’ll meet thousands of people who are visiting the show for different purposes, no matter you are newbie or a veteran. And as an exhibitor, if you have one ultimate aim at a trade show which is to multiply your leads, you need to get the advantage of each type of customers and deal with them professionally so that you don’t lose any chance. Let’s meet these types of trade show people and learn more about how to treat them.
Actually you should be familiar with these types of people as you can see them anywhere in your daily life. These people are tend to remain aloof and actually they might not be really interested in your products or even in the trade shows. They might attend the show thanks to a free invitation or they are new in the market and attend the show to get a general idea about the market. When they stop by your booth, it’s probably just for curiosity or for killing time. But still, don’t sacrifice your chance to make these people your future customers. Even though they seem to be uninterested, not any other people but they are visiting that show. This is enough to think about they are more interested in your products than any other people. So try to grab their attention and surprise them without irritating them, of course!
They are of course the most desirable visitor types at trade shows. They are your multiple aim. Since they know what they want (most of the time) and they know their budget, helping them is a pleasure, for sure. Take your time while you’re dealing with these people and don’t let selling your products and services to be your only purpose. These people, the real customers are also essential both for networking and more leads and in the long term, more sales of course.
If you wish your booth to be swarmed by giveaway addicts, you need to hand out the most interesting freebies at that show. Because we have to accept that there will be a big group people who attend the trade shows mostly for the freebies. You don’t want to attract people who are not interested in your services or products, and this is reasonable, but you also may not want to lose your potential customers. So offering an interesting giveaway is undoubtedly an advantage for a trade show exhibitor; but on the other side, you should be an expert at dealing with this type of people both to attract them by giving them what they want and taking what you want from them at the same time. Underestimating this type of people at first sight would be an absolute mistake.
You know very well that they are there. Because you also stop by your competitors’ booth to have more detailed information about their products or services. And this is completely reasonable. Tradeshows are perfect platforms to see your all competitors at one place, observe their customer relations and know about their latest products. So if you notice some people asking different and more detailed questions compared to your ordinary customers, you may think that these people are not your real customers but they’re from the next booth!
You know you’re dealing with an obsessive if the person you’re talking to is asking too many questions, taking notes and then leaves. The plan of this type of people is to gather as much information as they can from each possible booth and hit the bull’s eye when buying. They can never risk buying a service or a product referring to only one company.