Maybe these should be not-so-frequently-asked tradeshow questions. Or as we like to call them: NSFAQs. Because I don’t know if these questions ever get asked. But maybe they should.
- What do I do when the exhibit doesn’t show up? Hmm. It comes down to having a plan B. Or being able to think quickly on your feet. Being resourceful. Being like MacGuyver! It might mean printing up a quickie banner at a local print shop, getting a couple of rental chairs and table, setting up a laptop with a slide show. Anything to show your guests. Yes, of course you’ll do your best to track down the exhibit and it MAY get to you in time. But if not…
Why do exhibitors do dumb things?We’re only human. That’s why we left all but a half dozen business cards in the office. That’s why our eyes glaze over after a long day right when that big prospect comes up and asks a really good, engaging question. That’s why we can’t sleep in an uncomfortable hotel bed and we show up at the booth with eyelids and tail drooping. That’s why – when we do all of these things – we still suck it up, put on a smile and make the best of it.
- Why did the company decide to invest in a HUUGE island booth but only provide three staffers? Or the flip version: why did the company cut corners with a small inline booth but have 15 people scheduled? Could be bad planning. What do you think?
- When did your co-worker take that weird/ugly/goofy photo of you and decided to post on your company Twitter account with the show hashtag and now you’re getting lots of comments? When you weren’t looking. Are you going to get even?
- Why am I standing next to a handful of booth staffers who think they need to keep checking their phones 85 times a day, eat a sandwich in the booth, and ask questions of visitors such as: “Can I help you?” Here’s one with an easy answer: they’re newbies and nobody bothered to tell them that tradeshows are a unique environment. It’s a sales environment, but atypical. You need to discern if your visitors would use your product, if they’re in need of it now or the not-too-distant future, who is the decision maker and do they have the budget? Once you know that, you have a qualified prospect and you can set a follow-up that both sides agree on.