Avoid 'NO' -- ask open-ended questions
Can I help you? While it may seem perfectly natural to ask that of trade show attendees walking by your exhibit - it's a question you might want to avoid. Why? Because it's close-ended and attendees can end the conversation simply by saying NO and walking on.
The best way to find out about a prospect's interests is asking open-ended questions that encourage them to reveal more about themselves than a simple YES or NO. Open-ended questions begin with words like: Tell me, What, When, Where, How, Describe, Who.
- Tell me more about your business?
- What about our exhibit caught your eye?
- What kind of business are you in?
- Who are your clients?
- How do you market your business?
Before going to a trade show, your exhibit team should brainstorm possible questions. Construct three or four open-ended questions and practice them. Then after your show, while things are still fresh, evaluate and tweak your questions towards perfection.