Lessons on Effective Booth Duty

I attended the annual ASTD conference held in Orlando, this week. I have spent many a time manning booths for companies I have worked for in a past life. I really enjoyed the experience some of the time and always engaged people who stopped by or walked by. Since I now coach, I don't have the opportunity or responsibility anymore but I enjoy attending conferences and now love to walk through, engage people at the booths, observe who is effective and who is not (without judgment). So here are some of my observations:

What works - People who introduce themselves and ask questions including who you are and what you do before they tell you everything about their service or product. They don't get on their phones or laptops or sit in a chair. They don't have conversations with their co-workers, ignoring the people walking by. They look sharp, presentable, have energy and are mindful on how to pull people into discussions. The booth has something fun or food as give-aways or enticing marketing material. Their company branding is fresh and up to date.

What doesn't work - People who immediately have to share everything about why you need to buy their services or products without knowing if you are the ideal possible prospect. People who are there because they have been told they have to work at the booth and they would rather be somewhere else and it shows; they are disinterested in engaging people in conversation so they get on their phones, text messaging, are on their laptops or talking to their buddies or co-workers. They sit down if there are chairs or stay in the back.  The message here - "I don't like being here", "I have to be here" or "I don't know what I am suppose to do" (no one has told me how to be effective). High pressure selling is also a no no and a turn off.

The most active booths at this particular convention were the ones with hands-on learning, opportunities for people to interact, there were speakers, gadgets, games, food and the booths were just full of positive energy. Yes, there are large companies with big budgets who go all out to get people to the booths but you can also be small but effective by who you have there representing you; being clear on what your message is and have something that draws people to want to stop by.

I think there is an opportunity showing up for me to possibly create workshops around this that would be of value to companies/organizations and their staff. Hmmm, I need to noodle on this for a while.