Introduction
- Course Objectives
Module 1: Pre-Show Preparation
- Prepare for Physical Issues
- Developing a Great Elevator Speech
- Setting up a Schedule
- Connect with Attendees
- Knowledge Check
Module 2: Booth Characteristics and Set-Up (I)
- Stand Out
- Create a Booth Manual/Checklist
- Technology
- Scout a High Traffic Area
- Knowledge Check
Module 3: Booth Characteristics and Set-up (II)
- Signage
- Match Your Brand
- Private Area
- Focus on a Message
- Knowledge Check
Module 4: During the Show (I)
- Company Objectives
- Highlighting Your Product
- Do Something Memorable
- Social Media
- Knowledge Check
Module 5: During the Show (II)
- Classic Do’s and Don’ts
- Gamification
- Walk the Floor
- Keep the Distractions Away
- Knowledge Check
Module 6: Qualifying Visitors
- Know the Answer
- Engage with Qualifying Questions
- Body Language
- Listening Skills
- Knowledge Check
Module 7: Engaging the Right People
- Prospects
- Time Wasters (Catch and Release)
- Press
- Competitors
- Knowledge Check
Module 8: The Rules of Engagement (I)
- Start With an Open-Ended Question
- Record all Prospect Information
- Be Specific with Your Message
- Get a Commitment
- Knowledge Check
Module 9: Rules of Engagement (II)
- Having a Welcoming Environment
- The Dos and Don’ts of Business Cards
- Observational Skills
- When Not in the Booth
- Knowledge Check
Module 10: After the Show
- Review Information and Rank Your Leads
- Follow Up with Your Leads
- Send Information Promptly
- Lessons Learned
- Knowledge Check
Assessment
- Post-Test
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