Approaching visitors to your exhibition stands

The first thing that needs to be impressed on stand staff is that the “Can I help you?” approach simply invites the “No thanks, I’m just looking” response. And that’s the end of the interview and another selling opportunity has been wasted. It is much better to be positive, to ask the visitor a question which will be the start of a conversation and which will immediately show whether or not he is a genuine prospect or just a casual browser. This, of course, is more easily said than done, so we now make a few suggestions as to possible approaches.