1. Start off on the right foot by setting up your booth on time. What kind of impression will you make with the trade show host and the attendees if you are still putting products and promotions out when the show opens?

2. Avoid eating and drinking in your booth. The message you send when you are munching on lunch is, “Oops, I don’t have time for you now. I’m busy.”

3. Stand up during the event no matter how bad your feet hurt and your back aches. A vendor sitting down appears lazy, disinterested and unapproachable.

4. Save your idle chatter with your booth mates until after the show. No one passing by will care enough to interrupt your conversation for a sales pitch.

5. Be considerate of the other vendors by saving your sound and light presentation for another occasion. During one trade show, the fellow in the next booth had so much audio and video going that it felt like half-time at the Super Bowl.

6. Draw passersby to your booth through your professional appearance and positive attitude. Wear your most professional attire and greet everyone with eye contact, a smile and a greeting. “Hi, how are you?” as a greeting will generate the classic response, “Fine.” There goes your prospect. Be original.

7. Pay attention to your body language and maintain open posture-no crossed arms. Stand forward in your booth with hands relaxed and at your sides.

8. Remember the 80/20 rule – listen 80% of the time and talk 20% of the time. Otherwise, you will never learn what your prospect wants, needs or thinks.

9. Use the name of your prospect in conversation so they know that they are the focus of your attention.

10. Be consistent. You are your company. If you are selling a clown act, be funny no matter how grumpy you may feel at the end of the day. If you are promoting business etiquette, be gracious regardless of other people’s inconsiderate behavior.

For more information about how to increase lead generation, please contact Kevin England, kevin.england@vonazon.com.