Maybe you are giving an informal presentation, at a networking event or a trade show, and you see these folks - fidgeting with change in their pockets, standing with hands over crotch in the classic fig-leaf position, leaning on a counter, twirling a pen, or tossing a give-away from hand-to-hand. Maybe you do the same thing. What does it say to the folks in your audience or who are walking down the aisle? IM BORED and uncomfortable and I dont know what to do with my hands. What to do with your hands? Julia O'Connor, president of Trade Show Training, inc, has two simple suggestions. "My favorite is to take a survey with paper and clipboard", she said. "because trade shows are an ideal time to gather information from folks who stop by your booth." Develop a little survey no more than five questions. Make it easy, quick, multiple-choice. You will get better results if you dont require personal information but always ask how participants want you to follow-up. What to ask? What do you need to know about potential clients and your business for the next six months? What do they know about your company? Your products? What are their requirements for the sales process, service, financing, repair, technology, innovation, trade-in, etc? Also - in general how do they see industry trends, outside forces affecting the economy, politics at all levels, taxes, immigration, etc. While it would be easy to put this in some electronic format, use old-fashioned paper and a clipboard. O'Connor said, "Ive used up to 10 clipboards per 10x10 space because people are curious and will gather around your space, discuss the questions and ask questions. The big bonus is you hold a clipboard in your hand and look anticipatory." Another bonus is that by glancing at the survey, you can take an answer or concern from the individual's survey to start a targeted conversation. A third bonus is to take the information from the surveys, distill it, and use it as a press release. For example "XYZ Company at the ABC show discovered 75% of attendees surveyed approved of holding prices yet were concerned about inflation in the dump truck industry." Use the information to develop a short report and be sure to send to all clients and everyone who stopped by your booth. Putting it on your web site is a good idea, too. O'Connor also suggests using props to occupy your hands. For example, she asks - Do you have a recognizable logo or mascot? Like the AFLAC duck or the M&M little people. How about a miniature of your product a baby dump truck or recognizable toy that ties to your exhibit. If its a give-away, thats fine. If not, just say Nope, cant give him away he just wanted to come to the show and meet folks. Hold the prop in one hand. The curious thing is that once one hand is occupied, the other calms down. And, so will you. ^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^ |
