You've seen these folks at the show. Are they in your booth?

Trade shows are hard work but the more an exhibitor is aware of these mistakes, the easier it is to correct behavior and have a successful show.

1. Thinking the show is a party instead of business - it is all business, all the time

2. Forgetting a sales call is not a social call - build business on relationships

3. Not doing research about the show before the show - other exhibitors, expected attendees, educational opportunities

4. Only looking for leads while ignoring clients and serious lookers - your clients are another firm's leads, protect them at the show

5. Assuming people will remember you and your company - they will not, follow-up is the key

6. Assuming people will forget you and your company when you screw up at the show - they will probably never forget you

7. Talking too much, listening too little - listen 80% of the time, talk 20%

8. Not having expectations or goals for the show - so why are you at the show

9. Not knowing how you and the show will be evaluated by your company - so why are you at the show

10. Not knowing how the company will follow-up - the most important effort is accutate follow-up

And the Bonus - Being boring, gossipy, sloppy, ill-mannered and badly dressed. Enough said

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Julia O'Connor - Speaker, Author, Consultant - writes about practical aspects of trade shows. As president of Trade Show Training, inc,, now celebrating its 11th year, she works with companies in a variety of industries to improve their bottom line and marketing opportunities at trade shows.

Julia is an expert in the psychology of the trade show environment and uses this expertise in sales training and management seminars. Contact her about the 2006 Camp Sho-M-Sel-M programs at 804-355-7800 or check the site http://www.TradeShowTraining.com