Greeting Attendees | BSI Exhibits

Greeting Attendees
or, 11 Ways Not To Greet Attendees

It is critical for your staff to create a welcome atmosphere that makes it appealing for attendees to want to stop by. What you don’t do can be as important as what you do.

The following are things you should avoid:

1. Don’t sit. You give attendees the impression you don’t care or you’re lazy. Attendees won’t interrupt your private time, as they see it.

2. Don’t read. You aren’t able to make eye contact with attendees as they walk by your booth.

3. Don’t smoke. It’s impolite and can actually be offensive to a prospective customer.

4. Don’t eat or drink. It is just plain rude and messy. Potential customers are too polite to bother you when you’re eating.

5. Don’t ignore attendees. If you’re busy when someone approaches, either acknowledge him/her or try to include him/her in your conversation. If you’re talking with a booth mate, break it off immediately.

6. Don’t talk on the telephone. Why do you need a phone in your booth? Time on the phone is time away from potential prospects and tells everyone you have better things to do.

7. Don’t be a border guard. Don’t stand where you become a barricade or block the attendees’ view. Stand near the aisle and off to the side.

8. Don’t hand out literature freely. Your catalogs and brochures end up in a bag with everyone else’s literature. Be discriminating in who gets literature. Better yet, mail them to qualified prospects after the show.

9. Don’t underestimate prospects. Get out of the habit of sizing up somebody simply by the way they look. Qualify them, don’t classify them.

10. Don’t cluster with friends and other booth personnel.

11. Don’t be a “street gang.”Nobody will approach a group of strangers, it’s too intimidating. Be more approachable.

Source: How to Get the Most Out of Trade Shows by Steve Miller, Federal Way, Washington A message from your show professionals and IAEM Services, Inc. Copyright © IAEM Services, Inc., 2003

BSI Exhibits – A Berm Studios Incorporated Company

BERM History | BSI Exhibits

“Do it right. Do it on time. Do whatever it takes.”
– Sydney Berman –
A lot has changed since those words were first spoken, but our absolute commitment to them will never change. They summarize the philosophy that turned Berm Studios into a full service, state of-the-art exhibit marketer with over 60,000 square feet of design, manufacturing and storage facilities. They reflect the values that earned our debt-free, family-owned business one of the highest credit ratings of any independent in the industry. Most importantly, they’re at the core of what makes clients trust their image to us, time and time again.
Company Background:

This year Berm Studios celebrates 70 years of continuously unique exhibit and display design, fabrication and servicing – not only for trade shows, but for museums, visitor centers, executive briefing centers, corporate lobbies and interiors.  In short – we produce anything in the dimensional marketing world that helps promote and sell products and services throughout the United States and around the world.
First established as a sign shop in 1940, Berm Studios was in the forefront of the fledgling exhibit industry.  The company’s growth exceeded even the most optimistic projections of an expanding profession and today, Berm Studios, Inc., an independent exhibit and museum marketing firm, is one of the largest, most financially secure in the country.
Berm Studios clients can call upon our in-house experts in graphic design, exhibit design, construction, transportation, logistics, exhibit installation and dismantling, event planning, special product marketing, managerial services, client education, training and travel and housing coordination.
Berm Studios is managed and operated by the second and third generations of the founder, Sydney Berman.  While the company has become a state-of-the-art museum provider and exhibit marketer, it still follows Mr. Berman’s simple, insightful instructions, “Do it right. Do it on time. Do whatever it takes.”
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Attract Visitors to Your Booth | BSI Exhibits

Ten Easy Ways to Attract Visitors to Your Booth
By Bob Thomas, CME

Are you ready to bring new life to your current exhibit? Or are you ready to chuck it because no one stopped to see you at your last event? Your answer is a few steps away with these tips to attracting visitors to any booth.
1. Improve your lighting. Any booth will attract attention if it is well lit. The human eye is naturally attracted to bright lights. Be the brightest on your block and attendees will gather like moths to a porch light.2. Color your world. Bright colors are pleasing to our eyes and exciting to our brains. Bright, rich colors presented in high contrast attract visitors to your booth. But be aware of the mood you put people in with the colors you use. Green = nature, Red = excitement, Yellow = optimism, Black = authority, White = purity, Blue = serenity.

3. Use the soft touch. Upgrade to quality carpet and padding. Your feet, your staff, and your attendees with thank you. The soft feel underfoot gives the impression of quality and class. Extra Tip: Match your booth carpet color to the aisle carpet and be sure there is no break between the two and you eliminate physical and psychologi- cal barriers to your booth!

4. Create an open atmosphere. Eliminate all other physical and psychological barriers to your booth by making it open and inviting. Move the furniture to the back and sides to create space for attendees to come into your booth for discussion and ultimately sales!

5. Make something move. Provide movement to attracts attendees’ eyes and in turn their bodies toward your booth. If your product doesn’t move, toss a giveaway into the air (and catch it), move your arms, play with a yo-yo, or blow bubbles. Activity attracts people’s attention and piques their curiosity. Be sure to involve your product physically or through a sales pitch or anecdote.

6. Tickle the senses. The olfactory sense is our most powerful sense. Smells often trigger the most pleasant of memories. Put a drop of vanilla on a light bulb, rent cookie baking equipment, warm brownies, or bake bread to attract visitors to your booth. When was the last time you weren’t hungry at a show?

7. Personalize your exhibit. Your exhibit doesn’t have to be all work and no play. Put a table lamp in your booth, lay down an area rug, use props (holiday, seasons, sports, or regional), or decorate with items you plan to give to key clients — all to attract attention and initiate conversation.

8. Invent a corporate dress code. Don’t make the attendee search for your staff. Have corporate attire made so that everyone wears the same shirt, tie, scarf, vest, or jacket. Even a simple accessory will let the attendee know whom to approach in your booth or elsewhere on the floor.

9. Go high-tech. Use all the tools at your disposal to provide information to your clients and potential customers. Use websites, email blasts, fax broadcasts, electronic product directory, web links, and PDA downloads. Don’t pass up these inexpensive and effective opportunities.

10. Staff your booth with the best. While steps 1-9 are great ways to improve your exhibit, nothing will increase your ROI like choosing the right people to staff your booth. Only send your best, happiest, and most outgoing staff — no matter what their position within the company. You need people willing and able to initiate conversation with anyone, answer questions about your product, and record lead information.

If the idea of implementing all ten steps seems daunting, take it slow. Try out a few ideas to see how they work with your product and within your industry. Whatever you do, have fun and be comfortable with your exhibit, your marketing plan, and your staff. Your confidence and faith in your decisions will make a difference with your staff and that potential customer.

Look around your home, favorite coffee shop, or pub. What is it that makes you feel welcome? Use the same tricks of the trade that retail use — they stay in business for a reason!

BSI Exhibits – A Berm Studios Incorporated Company