Tradeshows are a busy and distracting environment in which you’re trying to make sales and generate leads. By asking qualifying questions you can cut to the chase quickly.
Tradeshow consultant and author Mitch Tarr says it takes practice. For instance, you should come up with a pertinent question, such as “Do you own a small business nearby?” or “Do you have kids in elementary school?”
If you spend a moment to qualify and engage the person, you’ll quickly determine if they’re qualified prospects. Each show might require a different qualifying question. A regional home show would have different requirements than a national tradeshow.
Ensure that everyone on your staff is well-rehearsed and able to ask the question to qualify visitors. While this may seem simple, in practice it often is not. In the heat and bustle of a tradeshow, it’s easy for someone to forget what the question is – or forget to ask it consistently of the booth visitors.