Trade shows draw in people from all walks of life, so it’s no surprise that you will meet attendees with different personalities. Having a heads-up on the types of people you may encounter can be both helpful in spotting them and for determining the best ways to communicate with them.

Here are our top picks for the five types of personalities you’ll encounter at a trade show.

The Rookie

These first-time attendees tend to be excited about the experience and might feel a bit intimidated about asking questions. Don’t shy away from engaging these visitors, they might be more open-minded than others and you never know – they could become your next customers.

The ‘Freebie Fan’

This person is known in the industry as a “trick-or-treater” and is one of the easiest to spot. They will stop at almost every booth, on the lookout for free stuff, and will most likely be carrying bags of promotional items collected from other vendors. It’s important to explain your product and begin conversations with these attendees as soon as you hand them their “free gift.” Also, be sure to get something in return for your generosity by requesting their business card or contact information.

The Veteran

This person will keep you on your toes by asking in-depth questions to learn more about your product or service. They will most likely have experience or knowledge in your field of business, and might even challenge you to see how much you know. Be sure you and your team are up to speed with your product information so you can answer any questions intelligently. If you don’t know an answer, it’s acceptable to admit it and let them know you will take their information and get back to them. Make sure you do. These visitors can be great prospects.

The Social Media Buff

Getting on the good side of this type of attendee can be to your advantage. These social networkers are masters at making relationships and recording their experiences. Don’t be surprised if they add you to their social media sites. Be sure to stay connected with them, their followers may be the key to getting your product or service noticed by an audience you might not have considered or be aware of.

The “Hot” Lead

Yes, among all the others, there are people out there who are serious buyers and genuinely want to purchase your product or service. You’ll recognize this person from the moment they approach your booth. They will come with determination and have a set budget in mind, along with expressing their need for your product and a specific timeframe to purchase it. Follow-up is key for this client, since they are already sold on your product and just need your services to get them what they need.

Remember that “people watching” can be one of your greatest assets to making the most of your exhibit. Be sure to train your staffers on how to spot these five types of people. Awareness and knowledge go a long way to a successful and profitable trade show.

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