Making The Most Of Hillhead 2010

• Introduction
• Product selection & Display
• Stand Design
• Demonstrating your products
• Pre-show publicity
• Advertising
• Staffing the stand
• 'CRACKING' it at Hillhead 2010

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: