If you go to a trade show, there are many different types of people who all have different goals. What you observe and how you ask questions to others can help determine who will be a good possible sale. To help you get acquainted with the multiple types of people at trade shows I have provided a guide for you.
1. Sure bets. If you are well-prepared in your trade show marketing you will have definite prospects check out your product and be extremely interested.
2. Presentation Junkies. These people are only attracted by a presentation/demonstration and in most instances they will waste your time. If you are unsure about them ask questions.
3. Inquisitive ones. Don’t spend too much time with these types of people because most will have nonsense questions for you that have little to do with your product.
4. Those who love the brochures. Some people may just come by your booth to grab a brochure or reading material about your service. Let them do so, but maybe ask if they are grabbing it for a boss and converse a bit with them.
5. Sociable attendees. They are very friendly and will always want someone to talk to them. Ask them a couple of questions to see if they are worth the time.
6. Those who are only interested in contests. They love to win contests and are always ready to be a part of any drawing. If you have a contest, ask for more than a business card to enter and that will keep some people away.
7. People who just want a gift or prize. If you give away anything, even a dirty old sock, these people would line up. Many times hey will ask for more than one giveaway.
8. Not interested. Not everyone will be interested in what you are offering. You can always tell by eye contact or body language. Don’t upset these people!
9. Sellers. They are not interested in your product but want you to buy their product. Most of these people will not be prospects, but if you area good salesman maybe you can convince them to buy. It might be helpful to get referrals from them.
10. Job Seekers. Many people will be networking for jobs at trade shows because everyone is gathered in one place. Only talk to them if you are interested and not busy.
11. Watch out for spies. If they ask too many questions or know too much information about you, then they may be a snoop. You need to ask them questions so you can’t give away valuable information.
