1. Survival of The Fittest 2011 EXHIB-ITor Series

15. Show Stopping Displays! We have just THREE SECONDS to get their attention at a tradeshow-- so we need to make sure we are addressing THEIR NEEDS as clearly as possible. REMEMBER THE SIMPLER, THE BETTER!!!

17. Zone One: Common Interest *Recognizable images *Humor and whit *Instant solution to a buying problem Zone Two: Potential Interest *Signs with more detail *Draws, demonstrations, videos *Catalogs, brochures, giveaways Zone Three: Genuine Interest *Signs with even more information used in presentations *One-on-one presentations, in-booth seminars Attendees absorb less than 10% of information coming at them while walking down the exhibit aisle. Know Your Zones

28. Questions that Qualify Prospects Don’t spend unnecessary time with visitors you cannot help. Use the ACTION strategy to find your best prospects. A uthority: “What is your role in the company?” “ How are the decisions about new products made.” “ Who is going to have greater use for this product?” C apability: “Tell me a bit more about your company.” “ How many employees do you have?” “ Do you have a budget set aside for this upgrade?” T ime: “When do you want to proceed with this idea?” “ How soon should I contact you to set up an appointment?” “ When is the next open to buy?” I dentity: “What is your Name and Company name?” O bstacles: “Have you worked with our company in the past?” N eed: “What are you hoping to find at the show?” “ Tell me a little about your situation now.” “ Do you use this technology now?”

31. 93% of peoples' impressions of others are not directly related to what they say but how they say it. Birds of a Feather… The best staffers communicate in the prospect's style, not their own. Understanding different personality types: To be successful at shows, you must understand and recognize the personality type of the person you are talking to. Your goal is to determine their personality type so you can talk to them based on how they receive information. Each person has a primary personality type (80%) , and a secondary personality type (20%) . The goal is to determine their primary personality type within the first 60 seconds. Each person’s personality type can be recognized based upon how they act, dress, speak and move. We must know our own personality type to communicate successfully.

34. Lead Information Card Be sure you ask Qualifying Questions from your own Industry and obtain critical key information from your prospect.

37. This information is confidential and proprietary to EXHIB-IT! Tradeshow Marketing Experts may not be reproduced or further disclosed to anyone other than EXHIB-IT! Tradeshow Marketing Experts and affiliates without written authorization. Questions? Thank You For Your Attention!