Are you Ignoring Visitors’ Needs?

Are you unintentionally ignoring the needs of the visitors to your stand?

We’ve just been at the Autumn Show and have some fabulous conversations with exhibitors. Some interactions were spot on and others unintentionally put us off.

Often staff members feel compelled to give the visitor as much information as possible.  They fail to ask about real needs and interest in the product they were providing.  They lack questioning skills and often miss important qualifying information.  Pre-show preparation and training is the key.

Going to a show like this is like being a child on Christmas morning. There are so many beautiful things to look at but not all were suitable for our client’s outlet.  Had the staff asked the right questions they could have left us to browse rather than keep trying to ‘sell’ what he didn’t want or need.  A key skill is to quickly identify who your buyers are and if that particular visitor isn’t a buyer just say, ‘it’s lovely to talk to you please enjoy looking at our products’ and move onto the next visitor.

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