Business Development

Trade Show Staff Training (E1931)


The Trade Show Staff Training course will show you how to get the tools to succeed when attending. Attending a trade show is a big investment. Preparation is important because it can ‘make or break’ how well you succeed during the show. Make sure your staff have the right tools to succeed with our Trade Show Staff Training course.

A successful trade show will benefit your company on many levels. Preparation is essential. It’s better not to go to a trade show than to go unprepared.The most basic statistic is that it can cost half as much to close a sale made in a trade show compared to lead one obtained through all other means. Get your staff trained and get to that trade show!

Every person in your booth is an ambassador, make sure they are prepared.

Course Objectives:
· Recognize effective ways of preparing for a trade show
· Know essential points to setting up a booth
· Know the Dos and Don’ts behaviors during the show
· Acknowledge visitors and welcome them to the booth
· Engage potential customers and work towards a sale
· Wrap up the trade show and customer leads

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
Module Two: Review Questions

Module Three: Booth Characteristics and Set-Up (I)
Stand Out
Create a Booth Manual/Checklist
Scout a High Traffic Area
Case Study
Module Three: Review Questions

Module Four: Booth Characteristics and Set-up (II)
Match Your Brand
Private Area
Focus on a Message
Case Study
Module Four: Review Questions

Module Five: During the Show (I)
Company Objectives
Highlighting Your Product
Do Something Memorable
Social Media
Case Study
Module Five: Review Questions

Module Six: During the Show (II)
Classic Do’s and Don’ts
Walk the Floor
Keep the Distractions Away
Case Study
Module Six: Review Questions

Module Seven: Qualifying Visitors
Know the Answer
Engage with Qualifying Questions
Body Language
Listening Skills
Case Study
Module Seven: Review Questions

Module Eight: Engaging the Right People
Time Wasters (Catch and Release)
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
Module Nine: Review Questions

Module Ten: Rules of Engagement (II)
Having a Welcoming Environment
The Dos and Don’ts of Business Cards
Observational Skills
When Not in the Booth
Case Study
Module Ten: 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
Module Eleven: Review Questions

Module Twelve:
Words from the Wise

  • Trade Show Staff Training
Completion rules
  • All units must be completed
  • Leads to a certification with a duration: Forever