Winners go to events prepared with definite objectives. They are specific, measurable, and time sensitive. Many exhibitors believe that show managers and promoters are responsible for booth traffic. Show management's promotional efforts stop at the front door. It is up to the exhibitor to draw traffic to a particular exhibit.
Winners seize the opportunity to create expectations in the minds of visitors.
However, they enjoy 60 to 70 percent more booth traffic than the average exhibit. There is no other factor more critical to your success than your staff. Winners select staff that understand show objectives and are able to communicate them to the audience. The top field sales person may not be the right person to have in your booth. Winners train their staff in the art of trade show floor selling.