You've created a stunning trade show display, one which has caught the eye of a prospect on the show floor. She decides to enter your booth. You panic, as you struggle to think of a good way to approach the prospect and begin a conversation with her.
How should you start a discussion with your customers and sales prospects? Should you begin with, "May I help you?" No!!!
Here's why: on the show floor, it's extremely important that you ask your customers and sales prospects open-ended, rather than close-ended questions. One reason why many companies struggle at trade shows is because they don't ask enough open-ended questions. Open-ended questions encourage conversation, help you qualify sales leads, allow you to build rapport, and help you uncover your customers' needs.
1) What brings you in to see us today?
2) Where is your present supplier failing to meet your needs?
3) What's happening in your industry lately?
4) How would you like for our products and services to benefit you?
5) What does a successful business look like to you?
6) If you had three wishes you could use to improve your business operations, what would they be?
7) What's preventing you from reaching your business goals?
8) How can our company make your job easier?
9) What do you think will be your biggest business challenge within the next year or so?
10) Tell me about your business and how we can help you improve it.
Do you have a great icebreaker question? Feel free to add on in the comments below.
For more trade show help, schedule a free consultation with one of our experienced exhibit consultants. We're ready to help you make your next event a huge success!