Deciding to attend a trade show is a large investment for any company. Preparation is essential: It’s better not to go to a trade show than to go unprepared. Every person in your booth is an ambassador to your company, make sure they are prepared. Trade show attendees usually plan a list of whom they're going to visit before ever entering the convention center doors, make sure you are on that list.

Make sure your staff has the right tools to succeed with our Trade Show Staff Training course. A successful trade show will benefit your company on many levels. The most basic statistic is that it can cost half as much to close a sale made to a trade show lead as to one obtained through all other means. Get your staff trained and get to that trade show!

Completing this course will confer 2 CPD Credits towards internationally recognised Continuous Professional Development Requirements within organisations operating this kind of staff development methodology.

Course Outline

Module One: Getting Started

Module Two: Pre-Show Preparation

• Prepare for Physical Issues
• Developing a Great Elevator Speech
• Setting Up a Schedule
• Connect With Attendees
• Case Study
• Review Questions

Module Three: Booth Characteristics and Setup

• Stand Out
• Create a Booth Manual/Checklist
• Technology
• Scout a High Traffic Area
• Case Study
• Review Questions

Module Four: Booth Characteristics and Setup (II)

• Signage
• Match Your Brand
• Private Area
• Focus on a Message
• Case Study
• Review Questions

Module Five: During the Show (I)

• Company Objectives
• Highlighting Your Product
• Do Something Memorable
• Social Media
• Case Study
• Review Questions

Module Six: During the Show (II)

• Classic Do’s and Don’ts
• Gamification
• Walk the Floor
• Keep the Distractions Away
• Case Study
• Review Questions

Module Seven: Qualifying Visitors

• Know the Answer
• Engage With Qualifying Questions
• Body Language
• Listening Skills
• Case Study
• Review Questions

Module Eight: Engaging the Right People

• Prospects
• Time Wasters (Catch and Release)
• Press
• Competitors
• Case Study
• Module Eight: Review Questions

Module Nine: The Rules of Engagement (I)

• Start With an Open Ended Question
• Record All Prospect Information
• Be Specific with Your Message
• Get a Commitment
• Case Study
• Review Questions

Module Ten: The Rules of Engagement (II)

• Have a Welcoming Environment
• The Do’s and Don’ts of Business Cards
• Observational Skills
• When Not in the Booth
• Case Study
• Review Questions

Module Eleven: After the Show

• Review Information and Rank Your Leads
• Follow up with Your Leads
• Send Information Promptly
• Lessons Learned
• Case Study
• Review Questions