Exhibition Stand People Tip:
No.15 - Whos for real

Qualifying your visitors
You need to establish which visitors are serious about doing business with you. Ask unlimited open ended questions to determine the level of interest in your products or services. Try to find out if they are the decision maker or if not, who is. Also take time to explore their timeline and budget boundaries.

The golden rule - remind your staff of the 80/20 rule. Listen 80% of the time and only talk for 20%. Remember the aim is to find out your visitors needs so you can offer the best, appropriate solutions.