One of the critical pieces of preparing a booth staff for a show is the pre-show meetings, including the opening day standup meeting. Doug Fick, the VP of Sales for Retalix' Convenience Store business segment, gave one of the best, most complete captain's speeches I've ever heard. In his Sunday morning speech, Doug hit on the important things he wanted his staff to know:
- What to do when a client approaches.
- Who to refer prospects to in the booth.
- How to collect and qualify leads.
- Which key customers would be visiting the booth during the show, when to expect them and to whom to refer them.
Lesson learned: prepare your staff and the results will follow.
*Thanks to Doug Fick, Herman Beckley, Tal Spirer, Darren Vader and the whole Retalix team