Rule 3: Attitude

RULE THREE: Attitude.

Remember, the event is a “tradeSHOW” (emphasis on the “show”). Develop an attitude of showmanship combine with customer focus.

Attitude = Showmanship.

• Smile,
• Meet,
• Greet.

Work the crowd and make it entertaining. Pump yourself up with some Rocky music or listen to a great comedy tape before you go “on-stage”. Why comedy? Comedy makes you smile. A warm, genuine smile will attract more people to your booth than the best booth graphics. Remember, this is work, but as physically and emotionally demanding as it is, it should also be fun. The more fun you appear to be having, the more people you will attract and the more they will want to be around you. People buy from people, not just any people, but people they like! Don’t you prefer to be around people who exude enjoyment? Guess what, so do your prospects.

Attitude = It’s All About Them, Not You.

Comedians teach us more than just how to present a friendly face. Take Cosby or Foxworthy, both comedians that rely heavily of “life and family” experiences. Neither comedian approaches the stage as a platform to tell you about their family or their life. They approach the stage with a single goal, to make you laugh (and get paid for it). Foxworthy’s audience is not emotionally interested in how to become rednecks, they watch and listen because they want to laugh! The goal of the comedian’s audience is to laugh. The goal of your audience is not to talk to you or to learn about your products, get a copy of your new brochure or even to get a price list! The goal of your audience is to find out what you can do to help their business (if that’s not their goal, move on, they are not as serious about their success as I hope you are about yours). Address their problems with your solutions and you won’t need dancing bears and bikinis to have a successful show.