You need to be QUIC!

To work a show stand successfully, it’s important to ensure that your staff balance the time they spend with each visitor. They can’t afford to be monopolised by any one person. It’s a numbers game. You need to provide a service to each and every visitor whilst ensuring you capture as much information about them as possible.

Staff must be fully aware of how many customers they should aim to speak to and convert, on a per-hour basis, in order to reach their sales target.

i.e. you need to make xx sales of $yy per hour over the exhibition’s duration.

To achieve this, staff should be trained in 
a technique we call QUICS:

Qualify the visitor. What do they do? What are they responsible for? Are they the CEO, 
a technician or worse, a competitor? This also applies to consumer shows.

Understand the visitor’s expectations at 
the exhibition. Establish how you can help them and find a solution.

Identify how you can help them. If you can’t, perhaps you can refer them onto another company who can. This goes a long way towards making customers feel good about their experience with your brand or organisation. They remember this.

Connect/Communicate Agree on when to 
contact them, how they wish to be contacted, and then follow through on this contact. This is extremely important. If they are signing up to your regular newsletter you don’t want them to unsubscribe!

Separate Once you have serviced the sale or agreed to an action plan, you need 
to separate and move on … it’s a numbers game!

In order for your exhibition to succeed, use the above formula as a model. Remember, you and your business are in the hands of your staff. They are the Number One influence to your success. Include them in targets you have set and practice the QUICS method.