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BOOTH STAFFING

My staffers are great when it comes to engaging attendees, but they can't seem to disengage from unqualified prospects. What can they do to effectively and politely close the conversation?


Lucky for you, your staffers have mastered the skills of engagement, so now all they need is a simple tool to help them disengage. And what's more, this tool requires just a few sentences and a promotional item. Here's how it works.

Once staffers realize they've gathered the information they need and that all of the attendee's needs have been satisfied, they simply interject the following sentences in this order.

 I'm really pleased we had a chance to talk today.

 I'm sure you must have many exhibitors you want to meet, so I don't want to keep you any longer.

 As a reminder of our time together today, I'd like you to have one of our promotional items.

 I will follow up with you next week, but if you want to learn more about our company, notice that our Web site is printed on our gift.

 Thanks for visiting us.

Staffers then give the booth visitor a branded giveaway - one that's appropriate to his or her level of qualification - before shaking hands and moving away to another portion of the exhibit.

With this simple tool and a bit of practice, your staffers will be well on their way to becoming effective staffers - and masters of disengagement.

- Barry Siskind, president, International Training and Management Co., Toronto

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