Determining Visitor Types

The trade show floor is full of different types of people with different agendas. Some people have specific goals for attending the show; others do not. As an exhibitor your observation and questioning skills will be your key to determining who may be a viable sales prospect. Familiarize yourself with the various visitor types likely to frequent the tradeshow floor.

1. Definites. If you have done a thorough job of preshow marketing, definite prospects and customers will visit your booth. 2. Demonstration Junkies. Watch out for passers-by who are attracted to your booth by a demonstration or other activity. These could be valuable prospects or time wasters. Ask a few short, open-ended questions to find out. 3. Curiosity Cats. These types could be curious about anything ? what exactly your company does, a graphic, who designed your booth, and so on. Do not spend too much time with someone who is just interested in the design and construction of your booth or intricate details about your graphics. 4. Paper Lovers. Some people love to collect literature or just take any piece of paper no matter what it is. Are they attending the show to research the market for a boss? If so, they may be an influencer worth pursuing. 5. Eyeballers. These types are usually extremely friendly; they smile and their whole body language says, "please talk to me." Questioning will determine whether or not they are prospects worth pursuing. 6. Jeopardy Gigolos. Winning contests is their passion. They are always ready, willing and able to drop a business card into a fishbowl for any kind of drawing. Contests that require more than just a business card to enter will help deter these types from finding their way onto your follow-up lists. 7. Keepsakers. Any kind of giveaway attracts these types. They may even want more than one for family, friends and colleagues. Keen questioning will ascertain if this visitor has potential. 8. The Disinterested. Some people in the crowd will simply not be interested in what your organization has to offer. They often let you know in no uncertain terms through their body language; for example, walking by purposely avoiding eye contact or chatting with a colleague. Waylaying these types will only upset them. 9. Hawks. These people attend shows for the sole purpose of selling you their products or services. Publication advertising representatives are a prime example. They are unlikely to be prospects, but you never know. If floor traffic is slow, it may be worth asking a few questions, if only to find out who they could refer you to. 10. Job Seekers. Trade shows are an excellent place to network and look for organizations who may have present or future job openings. As with Hawks, you may want to spend time with them during slow, unproductive periods. 11. Nonentities. These types could be underlings in their organization sent to do some specific research. Never underestimate them. They may be extremely strong influencers. In addition, they probably know whom in their organization you need to contact. Time spent with them could be invaluable. 12. Snoops. Beware of the competition! These types often give themselves away by knowing too much or asking precise questions. Make sure that you do more questioning than talking so that you lessen the chances of giving away valuable information.

Written by Susan A. Friedmann,CSP, The Tradeshow Coach, Lake Placid, NY, author: "Meeting & Event Planning for Dummies," working with companies to improve their meeting and event success through coaching, consulting and training. Go to http://www.thetradeshowcoach.com to sign up for a free copy of ExhibitSmart Tips of the Week.



A Quick Guide To Finding Reciprocal Links

Trading reciprocal links is one of the best ways to... Read More

Make It A Threesome

What if -- every time you had a networking appointment... Read More

The Value of a Customer

The Driver of All Marketing EffortsYou need to determine what... Read More

Creating a Marketing Plan for Your Website

Have you created a marketing plan for your Website? If... Read More

Marketing 101: The Power of Marketing

When you hear the word "marketing" what comes to mind?... Read More

Matrix Web Sites - Scam or NOT?

While I am not talking about the movie "Matrix", you... Read More

Make More Money with Marketing Metrics

Do you know how effective each of your individual marketing... Read More

Second Dose Of Marketing Vitamins

Organizations often get stuck in neutral when it comes to... Read More

Survival Strategies

1. Do the moneymaking things first.For an entrepreneur, generating income... Read More

How to Turn Your Marketing Into a Money-Making Machine - Examples of solid Marketing

As Claude Hopkins presented in his Scientific Advertising many decades... Read More

Mortgage Originator Marketing ? Differentiate or Die

One of the best ways to attract more clients is... Read More

Increase Sales With Travel Incentives

Today's business environment has changed dramatically over the past 10... Read More

Business In 2010: A New Face of Marketing

The term "internet marketing" was virtually non-existent a short 8... Read More

Want To Impress Customers, Win Clients and Influence People?

Remember the baseball cards kids traded while... Read More

The Easiest Marketing Plan Youll Ever Find

When it comes to marketing there's simply too many choices.... Read More

Niches - The Path to More Profits

Hey, as business owners we CAN'T be all things for... Read More

Five Steps to Partnering with Companies to Build Your Client Base

Wouldn't you love a simple formula for easily growing your... Read More

Turbo-Charge Your Viral Marketing- Five Easy Ways

The world of marketing has changed. With increasingly better educated... Read More

Down To The Wire

When you want to win and woo new clients with... Read More

The Advantage and Consequences of New Economy Marketing

Some of the research that has been done today gives... Read More

Attract More Clients by Raising Your Profile

One of the most common issues I'm asked about is... Read More

Direct Mail Still Works!

Direct Mail CampaignsDespite the proliferation of communication facilitators--mobile phones, faxes,... Read More

10 Effective Ice Breaking Questions

Whether you go to a Chamber of Commerce event, a... Read More

25 Ways To Make Your Next Direct Mail Campaign Work

This list contains 25 powerful strategies to improve your direct... Read More

What Does Your Logo Color Say About Your Business?

And not only your logo, but also your website, your... Read More

If you'd like to keep up-to-date,
please complete the form below and we'll put you on the mailing list
to receive our twice-yearly newsletter for supporters

* Your email address:
* choes your language: