Explain why you are contacting the company. Talk fast and in a business-like manner. Focus on results, facts and the bottom line. Speak with friendly enthusiasm about hopes and dreams. Let the socializer set the conversational pace.
Fact find Ask open questions that draw out a response, especially on sensitive issues.
Show tact and sincerity. Ask about the exhibitor's needs and relationships. Ask open and closed questions that investigate the exhibitor's products, objectives and objections. Make questions short and concise. Ask open and closed questions that focus on desired results and time constraints.