There is a lot of preparation that goes into a successful trade show and just having a good looking exhibit isn’t enough. You have to look at a trade show like it is a nonstop series of beginnings. From the time the trade shows doors open until closing time you will be meeting prospects and customers for the first time.

The first interactions you and your staff have with the people who visit your exhibit could launch a profitable relationship. On the other hand, if the impression you create is not positive then you could be losing valuable customers. The key to success is creating a favorable first impression time and time again over the entire period that the trade show lasts.

The actual product or service you are selling doesn’t really matter; when you are at a trade show, what you are selling is you. Today’s buyers are skeptical and are cautious about trusting someone with their business. You might be surprised to know that a big percent of buying decisions are made by people trusting their “gut feelings”. This means the first few minutes when you are checking out the prospect, they are also checking you out.

Non verbal communication plays a big role in creating first impressions. If your body language conveys that you don’t want to be at the show or that you are just going through the motions. A person will pick up on that.

To be successful you have to approach, engage and welcome visitors into your booth. Talking is important, but listening is more important. Being totally engaged and involved with the person and answering their questions is the key creating a positive first impression. A good first impression is the first step in starting a new profitable relationship.