Tips for Success:
Westlake's "Do's and Don'ts" for Exhibitor Success

  1. DO: Create the right first impression. Have fun, be friendly, and always greet visitors with a smile. Acting approachable and non-threatening will encourage visitors to want to spend time with you.
    DON'T: Assume a 'Pitch Posture,' with folded arms, hands in the pockets, or leaning on your display. Eating, drinking, reading, sitting, or talking on the phone inside your booth sends a message to customers that you don't want to be bothered.
  2. DO: Be a greeter not a guard. Always greet your visitors with a friendly smile, making the move to greet them rather than waiting for them to greet you.
    DON'T: Stand or sit with your back to the public, or wait for customers to engage you in conversation.
  3. DO: Ask open ended questions beginning with who, what, where, when or how. Welcome them first and then find out their interest. As a rule, you should be listening 80% of the time and talking only 20%, making the customer feel more relaxed and allowing you to build rapport. Come prepared with a handful of thoughtful questions.
    DON'T: Ask "May I help you?" or "How are you doing today?" as these questions prompt either a "no" or a "fine" response, leaving you with little or nothing to respond with.
  4. DO: Avoid Clustering.
    DON'T: Ignore potential customers by forming a cozy cluster with co-workers or colleagues. Prospects tend not to interrupt two or more staffers involved in a discussion.
  5. DO: Take notes on prospects. 50% of what people say is forgotten in the first 60 seconds. Make a note on a lead form of key comments.
    DON'T: Forget a customer's needs or their name.