Making The Most Of Hillhead 2009
Contents
- Introduction
- Product selection & Display
- Stand Design
- Demonstrating your products
- Pre-show publicity
- Advertising
- Staffing the stand
- ‘CRACKING’ it at Hillhead 2009
Staffing the stand
Staff selection
Ideally, the type of people selected for manning the stand should be:
- Experienced employees with a broad knowledge of the full range of company products or services.
- Outgoing personalities without being ‘over the top’.
- Respond to a challenge and enjoy ‘playing as a team’.
Be aware that manning a stand is not a normal sales situation:
- Both the customer’s and your time is short.
- Many of the people who pass your stand will be new to you.
- People are often shy about making the initial contact, so there is a barrier to the business relationship that you have to get over.
You should be aware that there are two distinct groups of people at a show:
- Those who beat a path to your stand with a specific reason for doing so.
- Those who would not otherwise contact you if you don’t initiate the first contact.
Making that ‘cold’ contact and qualifying the prospect is the tricky bit - here’s how to do it: