In today's side dish, we'll discuss the five-step engagement process and how you use questions

to optimize and improve your time on the trade show floor.

Welcome to the business buffet side dish.

This is a quick snack on a specific area of business.

Today, we will present a concise element you need

to run your business. Remember to visit business buffet. page or listen to wherever you get your

podcast. It's snack time. The five steps involved in the engagement process on the trade show

floor include engage, qualify, discuss, capture information, and

disengage. Engagement. During this phase, you want to stand open and tall. Look alert and interested.

Stand at the edge of the aisle if you're not allowed to stand in the aisle itself

and make eye contact with passers-by.

Greet them by name, reading from their badge.

Pay attention to who was walking up and down the aisles.

Scan the badges to eliminate unqualified prospects by color where available.

Avoid yes or no opening questions. Ask questions that engage the prospect in conversation

and give you qualification information. Ask open-ended questions like, what do you know about name the business? Have a list of 10 to 15

questions all of your booth staff knows that qualifies the prospects. Measure the effectiveness of each

question and review at the end of each exhibiting session. Measure everything.

In the Qualify stage, this is the critical stage of the conversation. Your objective is to

discover whether this prospect is worth your time. The exhibit floor hours are limited. You have a finite number of staff people at the

booth, and there are plenty of qualified prospective buyers in the aisles. Your job is to identify them.

Consider these numbers. If the show comprises 18 hours of exhibit hall time, and you spend five minutes with two unqualified

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