Striking up a conversation with attendees at a trade show can be a challenging task. Knowing how to engage them with an effective “pick up line” can be your best asset to finding your next customer.

Crafting the right questions

Knowing what not to say is just as important as knowing what to say. The general greeting, “How are you today?” is not going to cut it when there are hundreds or even thousands of attendees who are on their own individual missions. The key is to keep the focus on their needs by directing their attention to how your company can benefit them.

So how do you do that?

Here are some tips on starting a conversation and attracting visitors to learn more about your company:

Make it all about them

Most visitors have different goals, so ask questions. Learn more about them and what they are looking for at the show. Asking open-ended questions can lead to a more personal conversation, rather than the dead-end “yes” or “no” answers. For example, “So, what do you do at (name the company on their name badge)?” or “How helpful has this show been so far to find what you’re looking for?” At the same time, be sure to not ask too many questions. You should be able to qualify or disqualify visitors by their responses to a few strong opening questions.

Address them by name if possible

Read their name badge and ask them a direct question. For example, “Michael, did you enter our contest to win a free iPad?” Saying their name out loud will not only help you remember it later on, but will usually cause them to ask for yours too out of respect. This creates a more personal and casual conversation that can turn into a stronger connection with your prospect, that way when you follow up with them later they will have a better chance of remembering you and your company.

Explain what your company does

Since time is of the essence, it’s important to ask a direct question that reveals some information about your company, product or service. For example, “What do you know about our company, product or service and how can we help?”

Offer a demo

Demos are a great way to offer visitors an opportunity to interact firsthand with your products while pitching them on the benefits. Phrases like, “Let me show you how your company can save time and money with (mention your service).” Or, ask questions such as, “Would you like to see a demo on how you can more efficiently manage your (mention the task here).”

Meet their needs

Suppose you’ve already had a conversation with a visitor ­– and they are still lingering at your booth. This is the perfect opportunity to extend the conversation by asking follow-up questions to learn their specific needs, such as: “Which part of our service would be most helpful to your company?” or “Are there any features you don’t see here that you would be interested in?”

Attract them with an offer or challenge

Who doesn’t like a freebie? Asking “Did you get your free (name product here)?” or “Can you guess how many gumballs are in the jar?” are sure fire ways to draw people to your booth. After that, make sure to qualify them as a potential customer so you don’t waste your time on someone who is just there for a free item.

Associate a sports team with their home state

Relating to their home state is a personal way to grab your visitors’ attention. By noticing the state on their name badge, you can address them by name and a popular sports team. Sports always seem to get the conversation rolling!

Asking the right questions to start a conversation can set you apart from the competition and land you the leads you’re looking for.

Chat with one of our experts today to help formulate the best conversation starters for your business. Contact us today!