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Maybe you are giving an informal presentation, at a

networking event or a trade show, and you see these folks -

fidgeting with change in their pockets, standing with hands

over crotch in the classic fig-leaf position, leaning on a

counter, twirling a pen, or tossing a give-away from

hand-to-hand.

Maybe you do the same thing. What does it say to the folks

in your audience or who are walking down the aisle? I'M

BORED and uncomfortable and I don't know what to do with

my hands.

What to do with your hands? Julia O'Connor, president of

Trade Show Training, inc, has two simple suggestions.

"My favorite is to take a survey with paper and clipboard",

she said. "because trade shows are an ideal time to gather

information from folks who stop by your booth."

Develop a little survey - no more than five questions. Make it

easy, quick, multiple-choice. You will get better results if you

don't require personal information but always ask how

participants want you to follow-up.

What to ask? What do you need to know about potential

clients and your business for the next six months? What do

they know about your company? Your products? What are

their requirements for the sales process, service, financing,

repair, technology, innovation, trade-in, etc? Also - in general

- how do they see industry trends, outside forces affecting

the economy, politics at all levels, taxes, immigration, etc.

While it would be easy to put this in some electronic format,

use old-fashioned paper and a clipboard. O'Connor said,

"I've used up to 10 clipboards per 10x10 space because

people are curious and will gather around your space,

discuss the questions and ask questions. The big bonus is

you hold a clipboard in your hand and look anticipatory."

Another bonus is that by glancing at the survey, you can take

an answer or concern from the individual's survey to start a

targeted conversation.

A third bonus is to take the information from the surveys,

distill it, and use it as a press release. For example - "XYZ

Company at the ABC show discovered 75% of attendees

surveyed approved of holding prices yet were concerned

about inflation in the dump truck industry." Use the

information to develop a short report and be sure to send to

all clients and everyone who stopped by your booth. Putting

it on your web site is a good idea, too.

O'Connor also suggests using props to occupy your hands.

For example, she asks - Do you have a recognizable logo or

mascot? Like the AFLAC duck or the M&M little people. How

about a miniature of your product - a baby dump truck or

recognizable toy that ties to your exhibit. If it's a give-away,

that's fine. If not, just say - Nope, can't give him away - he

just wanted to come to the show and meet folks.

Hold the prop in one hand. The curious thing is that once

one hand is occupied, the other calms down. And, so will

you.

^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^

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 at 804-355-7800 or check the site http://www.TradeShowTraining.com.

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Offering 12 x 12 x 10 in. XYZ travel on benchtop machine, SmartScope Flash(TM) 302 features machined-in axial straightness and perpendicularity, and twin-Z elevating bridge for structural integrity. System includes 12:1 AccuCentric® auto-calibrating motorized zoom lens, LED SmartRing(TM) light, coaxial TTL surface illumination, and tracking LED bar backlight. Through-the-lens laser provides ...

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