Exhibitions, trade shows and expos are the perfect places to talk about your business with potential clients. However, we know how difficult it can be to start a conversation with strangers sometimes. Suppose you do it the wrong way you can give a bad impression or sound pushy. That’s why we are here to help you. In this article, we will suggest 10 simple ways to approach potential clients and break the ice.
With these simple ways to approach clients, you will be a better speaker by the end of this article, and you will be able to train other groups of people working with you at events.
At corporate events, your communication skills determine your success factor. The good news is: it’s possible to learn them and train them, like any other talent. Read more to find out how.
Rox Event Staff is the only event staffing agency in the UK that helps you take the headache out of staffing and event marketing in one place.
All our Event Staff took the mass gathering course by WHO, which is now mandatory for them to work with us.
HIRING A PROFESSIONAL EVENT STAFFING AGENCY LEAVES YOU FREE TO FOCUS ON YOUR BUSINESS!
1. Carefully Select the Event Staff that Works at Your Exhibition Stand
Why? Because we don’t all have the same communication skills. You could regret taking the wrong choice when putting the wrong people in these roles.
Remember: it’s more expensive to put someone unsuited at the stand than paying for the right event staff selection. Event staffing agencies can help you with that, handpicking the right event staff profiles, based on your brand identity and their skills, experience and personality. Ideally, a professional event staffing agency will provide you with someone that is part of your target audience. That means they will already know everything about your product or service and be an enthusiast about it too. It doesn’t sound like a bad investment! You can also get to focus on other more important things that way.
Also, you want to make sure you only hire Covid-19 trained event staff, so that they know exactly how to keep themselves, your team and event attendees safe from Covid-19 associated risks and how to handle them if necessary.
Besides, professional event staff will be already experts at all the below strategies to engage with your audience. All the below is already part of our event staff’s and exhibitors training program.
2. Have an eye-catching stand
A nice looking stand is the first way to break the ice at exhibitions and expos. It makes visitors curious to learn more about your business. Display samples or prototypes of your products with information or video presentations about your services. Here some examples to get the conversation started:
- What do you think about this videogame demo?
- Do you like this video presentation for our new camera?
3. Make your team go OUT your exhibition stand
Plan an efficient strategy to help your staff in:
- Intercepting visitors passing by the stand
- Using funny and creative ways to engage with them
That’s right, we said funny, no matter what your industry is. There is a process to follow to make the best first impression. Someone has it naturally, while the majority of other people can learn it and practice it methodically.
To approach your stand visitors and give a great first impression, being fun is the first mechanism to switch on. Without that element, very few will listen to you.
Find a script to make people smile and make them listen to everything you have to say.
Remember: who laughs will buy. Don’t you believe us? Try it for yourself next time J
4. Ask, listen and guide the conversation
Avoid the mistake that many commit: overwhelm with questions the unfortunate visitors passing by your stand.
What you want to do is: ask the right questions. Take advantage of being in front of the audience.
Understand what interests the person in front of you and guide the conversation to their real needs.
In this case, too, it is quite useful to come up with a script. This way, your team can identify qualified leads and introduce ideal solutions to them.
Remember: make useful questions so that in a short amount of time (30-60 seconds) you will understand their real needs and solve them thanks to what your company offers. Small talk is also a great conversation starter.
5. Make open questions to your clients
People love talking about themselves, so ask them with open questions. Make sure your inquiring will get a full answer, so engage with clients in a personal conversation. This strategy is a more direct approach to their background.
Remember: the majority of attendees is there for different reasons, we recommend you to personalise your question for every person you talk.
Here some examples of practical open questions:
- “What brings you to this show?”
- “Was this show useful to find the answer to what you were looking for?”
6. Inform yourself about what they want to improve to offer them a solution
Instead of being too direct in selling your product or service, you could try with an indirect question that brings up their situation and provide possible solutions. This strategy will catch your clients’ attention and will make them feel at ease talking to you. If what you say sounds familiar to them, you can start introducing your product like their solution.
- Are you wasting too much time to find things at your desk?
- Do you struggle to grow your plants in pots?
7. Ask questions that include what you offer
This step is undoubtedly a standard but powerful approach. Regardless of the client knowing your services or products, these kinds of questions allow you to talk about what you do. Examples:
- Have you heard about us? Do you already know about our products and services?
- Have you already heard about our hair organic henné?
- Are you looking for a natural ingredient shampoo?
- Do you already know our new range of locally produced vegan products?
8. Make a demo of your product or service
Demonstrations are a great way to start selling. It’s an excellent opportunity for you to talk about your work and its advantages and for the potential client to ask questions. For clients, it’s also a chance of interaction with your goods and to see how they can solve their needs and necessities.
If after the demo they are still uncertain, give them a business card, a brochure or a catalogue (we highly recommend to have a digital version of it. everything will likely go digital due to Covid-19 restrictions. A great excuse to capture their email addresses)
- Would you like to see our product in action?
- Let me show you something amazing
9. Offer a free sample of your product
We all love a free sample. Offering a taster is a great way to start a conversation. Almost every company offers free samples as an effective communication strategy. When you give a free sample, you can tell your clients the difference with other products, what the ingredients are and their benefits. A free sample makes them more interested in your goods and potentially buy it. You can offer a free sample to the people spontaneously stopping to talk to you. Examples:
- Would you like to try our natural and organic lotion?
- Try our vegan and organic cheese made with cashew nuts!
10. Engage them with a challenge or game
Interest the expo visitors with a game or challenge. Offer them branded freebies and gadgets as prizes, whether or not they win. Try to use games and challenges linked to your product and services. Examples:
- Did you get your free chocolate bar already?
- Can you guess how many chewing gums are in this tin?
With these ice-breaking ways, it will be easier to sell to a potential client. However, remember your actions are just as necessary as your words. Here three vital things to keep in mind:
- Prepare your questions and greetings in advance. It’s better to plan early. Create a list of potential open inquiries you can use.
- Be aware of your body language. Remember to smile (even if you are wearing a face mask your tone of voice will change) and make eye contact with the people you talk. Always show interest in what they are saying.
- Train in asking. It can sound funny, but training in asking and answering will give you more self-confidence in your conversations. The more self-confident you are, the more natural you will look in talking and moving.
Are you ready to start an excellent talk with your clients? Get out there and talk about your business with all the expo’s participants.
About Rox Event Staff, Event Staffing Agency in London
Rox Event Staff is the only event staffing agency in London that helps you take the headache out of staffing and event marketing in one place.
We operate nationwide across the UK with over 2,000 dynamic COVID-19 trained events staff on our growing roster. We have dedicated account management, event marketers, staff’s right-to-work checks, training and skills tests on all workers, taking care of payroll too.
HIRING A PROFESSIONAL EVENT STAFFING AGENCY LEAVES YOU FREE TO FOCUS ON YOUR BUSINESS!
Get in touch to let us know your requirements. We will let you know how we can make that happen.