The Art of Attraction
Your display, your floor show and your special offers can only do so much to attract potential custom, the rest is up to your people. Ask open ended questions, don't allow visitors to answer just "yes" or "no". The phrase "can I help you?" has very rarely worked. Your body language is also as important as what you say, try to develop a way of making eye contact with potential clients, whilst still talking to an existing visitor. Practice passing on a visitor to other staff thus freeing up your front line troops to bag another passer-by.
Don't miss these little tricks for getting the most out of the show: Take a camera, you never know when a local celebrity may wander in unannounced, if you get the shot you could use it again in future publicity.
Build in time for you and your staff to walk around the show, you may find potential new business in and on other stands, or even new suppliers. Always be prepared, the next enquiry could be the big one.