You know you’re at a trade show when …

1. You have to wait in lines everywhere: Checking a bag, in the jetway, for a taxi, at hotel check-in, at conference registration, for food, for another taxi, for the hotel elevator, to get a free tchotchke that even your niece won’t care about, etc.
2. The freight doors in the exhibit hall are wide open in Chicago in November.
3. The freight doors in the exhibit hall are wide open in Orlando in August.
4. Every restaurant is packed and noisy except for the ones with the $75 á la carte steaks.
5. You always see some poor guy setting up his 10×10 booth 15 minutes after the show opens.
6. Ph.Ds, MDs, and other highly educated individuals will wait in a long line for 15 minutes a free cup of lemonade (worth about $1.50).
7. It costs $75 to rent a plant for three days.
8. You will typically drink more alcohol in three days than you will for the next three months back home.
9. A dry turkey sandwich is $9.
10. A bottle of water in your hotel room is $5.
11. You suffer through monotonous ground transportation: Car to the airport, in a cab to a hotel, on a bus to the convention center, on a bus back to your hotel, in a cab to a restaurant, in a cab back to your hotel, repeat for three days.
12.  You act like you remember people who know you by name.
13. You see at least one guy wearing an expensive suit and … tennis shoes.
14. The only place that’s quiet is in your hotel room.
15. You eat dinner at 9PM and stay up way too late.
16. A hotel room that usually costs $125 a night is $350 a night.

 

Matt Hill • The Hill Groupmhill@hillgroup.com

Read More

Trade Show Training #3: Managing Your Booth Visitors’ Expectations

Key Points
First, understand what a visitor might ask for from you that could potentially waste your time or get them frustrated.
Second, know how to manage these expectations. Especially how much time you can spend with them depending upon how busy it is.
Third, if you’re polite and reasonable, visitors will agree to just about anything.

Visitor’s expectations to manage include your:

Time

  1. Depending upon how busy the booth is, or how busy it will get, you may not be able to spend the amount of time with a visitor that they planned on. To manage their time expectation, you first need to find out what they want to hear about. Then estimate how long you can spend with them. Take into account:
  2. How big the opportunity is with this visitor (spend as much time with huge clients as needed).
  3. How busy the booth is.
  4. How long it will take to discuss their area of interest.
  5. Then say something like, “Let me take five or ten minutes and show you our new product.” That’s all it take to manage their time expectation. Then after five or ten minutes, it’s your choice whether to continue or not depending upon if the booth got busier or less busy.

One-on-one face-time

  1. If your conversation with a visitor started off as one-on-one conversation, they may think it will continue that way no matter what. If other visitors begin to wait for you to finish, you may want to invite them into your conversation (but not always). To do this politely, you need to ask permission of the visitor your currently talking with and tell them why you want to do this.

Accessibility

  1. The visitor may not get to speak with the person they’re asking for, or with the person who can answer their question. You choices are:
  2. To get a message to that person.
  3. If they’re at the show but not in the booth to call them right in front of the visitor and ask them if they can come over to the booth.
  4. Get them to someone else with the ability and/or expertise to speak with them.

Knowledge

  1. You may not be able to answer the visitor’s question or know enough about a particular product or service. Your choices are:
  2. To get the visitor to one of your colleagues who can help them.
  3. To commit to get back to them later (preferably while the show is still going on). If possible, get their mobile number.
  4. Authority
  5. You may not have the authority to grant a requested exception, make a decision, etc. If it’s appropriate, without putting your colleague (and maybe even your boss) on-the-spot, get them to someone in higher authority.

For more information on The Hill Group’s Trade Show Training, click here.
Eight Trade Show Training Tips
Be prepared: Know your role, know your demo
•     You represent the entire company to every visitor
•    Know what else were doing at the show; sponsorships, events, etc.
Be on time: Don’t be late and don’t wander off
•    It costs your company about $700 per hour for you to be in the booth. Honor your schedule, be on time, be in the booth for entire shift.
• If you need to leave the booth, let us know so we can cover for you
Be approachable: Don’t give any visitor any reason not to approach you
•    Don’t stand in circles and talk with your colleagues
•    No eating, drinking, talking on the phone, or reading. Visitors will not interrupt you.
Be ready::
• Your 30-second “elevator answer”
• Some qualifying questions
Manage your time: Be in control of how much time you spend with visitors
• When the booth is busy, have shorter conversations
Don’t make visitors wait:
• Acknowledge waiting visitors
• Add waiting visitors to your conversation
It’s okay to interrupt: There are no private conversations in the booth
• Interrupt politely and ask how long your colleague will be
• Ask permission to add a visitor to an on-going conversation
End the conversation: 3 ways to end a conversation
• Generate a lead
• Escort them to another part of the booth
• Dismiss them

For more information on The Hill Group’s Trade Show Training, click here.

Read More

Trade Show Training #2: Booth Visitors’ Expectation

Key Points
1. Know what most visitors expect. Draw from your own experience as a trade show visitor.
2. Be ready to manage their expectations.

A lot of the visitors you’ll be working with are veteran trade show attendees and they will probably  have the following expectations when they enter your booth:

1. They’ll be able to talk to you for as long as they want to or until they run out of questions.
This should not be the case. You should decide how much time to spend with a visitor depending upon how busy is it, if the visitor is qualified, etc. When you decide how much time is going to be needed with a visitor, let them know. You can say something like, “Let me take five or six minutes and tell you all about our new product.”
2. Even if they have to wait, they’ll be able to have one-on-one conversations.
Not necessarily true or productive for you. If the booth gets busy, you should politely point this out to the visitor you’re speaking with and ask them if it’s okay to invite other waiting visitors into your conversation.
3. All of their questions will be answered completely. This may not be true if:
You don’t know the answer to the question.
You shouldn’t answer the question (like a question about future, unannounced products).
The answer might take too long based on how qualified the visitor is and how congested the booth is.
4. They’ll get a free T-shirt, water bottle, tool set, cap, etc. This may or may not be true depending upon:
If there is anything left to give away.
If the visitor needed to bring in something to redeem for the give away.
If they’re just a booth-beggar with no hope of ever becoming a customer. (If they argue with you, don’t make it a customer service issue, just give them the cheapest giveaway and move on to a more productive interaction.)
Or, if the visitor wants three items (because they have three children) you may want to hold off on giving more than one until the end of the show. Ask them to come back then.
5. They expect to walk up and receive an invitation to your company-sponsored invitation only party where the invitations were sent out weeks ago.
If this visitor is one you want at the party, you should have a few extra invitations around to save for these special high-quality visitors. Otherwise, you should politely explain the situation to a visitor you wish to deny an invitation to. Maybe finish by saying, “but it often happens that we have some cancellations, so if you’d like to check with us again, maybe the situation will have changed.”

For more information on The Hill Group’s Trade Show Training, click here.

Eight Trade Show Training Tips
Be prepared: Know your role, know your demo
• You represent the entire company to every visitor
• Know what else were doing at the show; sponsorships, events, etc.
Be on time: Don’t be late and don’t wander off
• It costs your company about $700 per hour for you to be in the booth. Honor your schedule, be on time, be in the booth for entire shift.
• If you need to leave the booth, let us know so we can cover for you
Be approachable: Don’t give any visitor any reason not to approach you
• Don’t stand in circles and talk with your colleagues
• No eating, drinking, talking on the phone, or reading. Visitors will not interrupt you.
Be ready::
• Your 30-second “elevator answer”
• Some qualifying questions
Manage your time: Be in control of how much time you spend with visitors
• When the booth is busy, have shorter conversations
Don’t make visitors wait:
• Acknowledge waiting visitors
• Add waiting visitors to your conversation
It’s okay to interrupt: There are no private conversations in the booth
• Interrupt politely and ask how long your colleague will be
• Ask permission to add a visitor to an on-going conversation
End the conversation: 3 ways to end a conversation
• Generate a lead
• Escort them to another part of the booth
• Dismiss them

For more information on The Hill Group’s Trade Show Training, click here.

Read More

Trade Show Training #1: The Opportunity

Trade shows are both face-to-face marketing and sales opportunities. Often, it’s the only time potential and existing customers can talk face-to-face with people from your company.
And this opportunity doesn’t come cheap. If you do the calculation and figure out how much it costs to have your booth open every hour of the show it can be thousands – or tens of thousands of dollars per hour.
To take advantage of the opportunity presented by a trade show, check out the following trade show training tips. And for more information on The Hill Group’s Trade Show Training, click here.
Trade shows offer a unique selling and marketing environment:
• Products and services are on display.
• The right people are available to discuss them.
• There are usually some management and/or executives available.

Trade shows are prospect-rich.
• What would take you a whole day in the field (making three or four good sales calls) can be accomplished in an hour at a trade show.
• If you’re exhibiting at the right shows, you can generate enough qualified leads to keep you busy for the next three-to-six months – if you apply your trade show training skills and techniques.
Help make the trade show successful.
• Refresh yourself on some key trade show training tips and techniques.
• Ensure the success of your own efforts by preparing for the show by knowing your demonstration, products, corporate message, etc.
• Know what’s in the booth – visitors expect you be their concierge.
• Understand how to assemble a complete solution for qualified visitors.
Eight Trade Show Training Tips
1. Be prepared: Know your role, know your demo
•     You represent the entire company to every visitor
•    Know what else were doing at the show; sponsorships, events, etc.
2. Be on time: Don’t be late and don’t wander off
•    It costs your company about $700 per hour for you to be in the booth. Honor your schedule, be on time, be in the booth for entire shift.
• If you need to leave the booth, let us know so we can cover for you
3. Be approachable: Don’t give any visitor any reason not to approach you
•    Don’t stand in circles and talk with your colleagues
•    No eating, drinking, talking on the phone, or reading. Visitors will not interrupt you.
4. Be ready::
• Your 30-second “elevator answer”
• Some qualifying questions
5. Manage your time: Be in control of how much time you spend with visitors
• When the booth is busy, have shorter conversations
6. Don’t make visitors wait:
• Acknowledge waiting visitors
• Add waiting visitors to your conversation
7. It’s okay to interrupt: There are no private conversations in the booth
• Interrupt politely and ask how long your colleague will be
• Ask permission to add a visitor to an on-going conversation
8. End the conversation: 3 ways to end a conversation
• Generate a lead
• Escort them to another part of the booth
• Dismiss them

For more information on The Hill Group’s Trade Show Training, click here.

Read More

Observations from InfoComm 2013

I was in Orlando last week at InfoComm and it was very busy. A good sign. And I think for most of the trade shows I’ve worked at in the past six-to-eight months, there is a renewed enthusiasm and more positive attitudes on the parts of both attendees and exhibitors. InfoComm was consistently crowded and attendees seemed to be in a buying mood. Some of this is probably some pent-up demand but I think buying budgets are loosening up too.

One issue my InfoComm client had was too small of a booth and not enough exhibit staff. This happened, I think, for two reasons. First, booth size and number of exhibit staff personnel could be lagging an up-swing in trade show attendance. Second, if you base your booth size and staffing levels solely on revenue generation from the previous year’s show, as my client did, you might not be considering all the relevant factors. Yes, lead-to-sales and ROI are important factors but trade shows are about sales and marketing. You have to consider the marketing impact when exhibiting like relationship building, awareness, and the visitors’ experience (if the booth is too busy because it’s too small and understaffed, the visitor experience can suffer).

And over the past few years, a number of my clients cut their trade show expenses by cutting out shifts and having their exhibit staff work all of the hours their booths were open. This was the case with my client at InfoComm. The result? The staff was burning out and they had no time to walk the show floor – an under appreciated benefit for any exhibit staff. I advised them to consider going back to working their staff in shifts even though it would double their staffing costs – I think it’s worth it.

Read More

New Workshop From Matt Hill and Andy Paul

Trade shows have radically changed. Increasingly today’s busy prospects come to your trade show booth ready to take steps forward in their decision making process. They have used the resources of the Internet to research the vendors, products and services they want to visit. Now they enter your booth with specific questions they want to have answered ASAP.
Is your exhibit staff trained to sell in this new trade show environment?
Are you ready to move prospects one step closer becoming your customer in your booth?
Do you have the right people staff your booth to do this?
Matt Hill, The Hill Group, and Andy Paul, Zero-Time Selling, Inc., announce the launch of their new trade show sales training workshop: Advanced Trade Show Selling Skills Workshop – Expert Edition.
This one of a kind training teaches exhibit staffs from companies of all sizes and industries how to return home from trade shows with something more substantial than just a list of random sales leads: such as qualified prospects who are ready and anxious to talk with your salespeople.
Andy and Matt delivered this workshop at the Exhibitor Show 2013 in Las Vegas this past March. It was very well received and the audience ratings were excellent.
Training modules for the Advanced Trade Show Selling Skills Workshop include:
• Your Show’s Objectives                    • Prospect Disqualification
• Greeting and Engaging                     • Working with In-Booth Presentations
• Value-based Elevator Answers       • Effective Use of Sales Stories
• Qualifying Questions That Work   • Selling with Maximum Impact in the Least Time
• Cross-Selling                                      • Learning to Ask For What You Want
• Dismissing                                          • Continuous Improvement of Selling Skills
• Handling Tough Questions               • The Essential Metrics You Should Be Tracking

For more information contact:
Matt Hill
mhill@hillgroup.com
408-257-7828

Andy Paul
andy.paul@zerotimeselling.com
619-980-4002

Read More

Short report from AUA in San Diego

I did some training and coaching for a client of mine in San Diego at the AUA Conference. What did I take away from the Urology Conference? A small cup with lemonade? Nope. And not the giveaways – they were few and far between (can you imagine what a themed squishy ball would look like?). No, what I took away from the conference was optimism. Not only specific to Urology as I continue to get encouraged by all of the new therapies and such. “The longer you live, the longer you’ll live” – especially of you men out there have prostate issues.
I only have a very personal knowledge of urology, but what I could glean from the different exhibitors offerings was very encouraging. I was also optimistic about how crowded the exhibit hall was – an increase over the previous few years.
And almost half of the attendees were International – which is usually the case at these types of conferences. Why? I’ve asked a few attendees and they say it’s because of the conference sessions. The U.S. conferences get the best speakers.
I can tell an international visitor from a domestic one by their clothes. Men from other parts of the world are not afraid to wear pastel pants, jackets, shirts, scarves, shoes, and eyeglasses. The U.S. attendees are much more conservative. But there is always at least one guy, usually a physician, who wants to dress formally in a suit but knows his feet won’t put up with his dress shoes all day so he wears his running shoes with his suit. It looks stupid and there’s always one.

Read More

How to evaluate and allocate time for your booth visitors

You want your exhibit staff to spend their time with qualified booth visitors – especially when it’s busy. But how much time? Here are some things to do:

The profile of a qualified  booth visitor should be established in advance. And the qualifiers should be developed in a collaboration with sales (salespeople and sales management), marketing (event, product, etc.) and whoever is the final “customer” for your leads.

Typical qualifiers include:

  1. Product/service interest and need.
  2. Role in decision making (final decision maker, recommender, influencer).
  3. Buying timeframe (this is highly dependent upon the normal sales cycle for a company’s product or service)
  4. Budget or funding
  5. Commitment for an appointment or other type of follow-up
  6. Location (some companies don’t sell or support international sales or only sell regionally)
  7. Revenue potential (not always a qualifier)
  8. Are they good-looking

There is a tendency during a trade show conversation for the prospect to appear more qualified than they actually are. Maybe it’s the color coordinated hair & shoes.

But during an interaction that gets “warm and fuzzy”, emotions come into play and the visitor may come across as more interested now than they actually will be when they return to their office. Sort of like your dating life.

So how do you figure out the real level of interest? Getting a commitment for follow-up is one way. And one thing I am advocating is to set up a follow-up appointment in the booth as most everyone carries their calendar around in their smartphone.

The amount of time to allocate to a genuinely interested visitors varies depending upon:

  1. How busy the booth is
  2. How important the visitor is (buying potential, high profile visitor, KOL – Key Opinion Leader, etc.)
  3. Staffing levels
  4. If the visitor showered

In general, if the booth is busy, you can go through the entire visit in under 10 minutes. A key thing for a staffer to do is not make the visitor feel rushed or feel as if their visit was shorter than they wanted.

A good way for the staffer to manage a situation like this is to ask questions to find out what the visitor wants to hear about. Then they need to estimate the time necessary to complete the interaction, taking into account the criteria above, and then manage the visitor’s time expectation by saying something like, “I think this will all take about 10 minutes. Is that okay with you?”

If the visitor agrees, and they almost always do, you’ve just managed their time expectation. If the booth slows down, then the staffer has the option of continuing past the 10 minutes.

Knowing what the objective is for any conversation in a trade show booth is a key element in figuring out how much time to spend with visitors.

How long does it take to generate an order in the booth? (This doesn’t happen at most shows but some are order-writing shows and this can take a while.)

If the objective of a conversation is to move the sales process along in a major account sale, what is the next step or two to move the visitor to? How long will that really take?

How about getting the visitor more knowledgeable and more excited about a product or service so that they will agree to a follow-up appointment, phone call, email, webinar, whatever. How long does that take? Less than 10 minutes.

In fact, if you spend too much time with a visitor, you run the risk of communicating to the visitor that it takes a long time to do business with you, that the visitor’s time isn’t valued, and there’s nothing else to discuss. If you do this, you might as well send the visitor away with an order form as that may be the only thing left to do.

Determining how much time to spend with a visitor can also be directed by the visitor.

Suppose a huge potential client comes in your booth and is interested. Some companies’ strategy is to keep them in the booth as long as possible as they think this will keep them from spending time in their competitor’s booth. I don’t think this works.

The VIP visitor is probably going to decide how long they’re going to be in your booth and you should probably spend as much time with them as they will give you.

A problem that can happen is when this VIP visitor wants to leave your booth but the exhibit staff is oblivious. They aren’t aware of them looking at their watch, acknowledging their comments about needing to go somewhere else, and their summary of their visit – a clear way of trying to end a conversation.

How do you fix this? Well, if someone is unaware of the verbal and non-verbal cues a visitor puts out there, they probably have low emotional intelligence in this area. You can try to raise his or her awareness, but the best thing to do is to closely monitor them and give feedback. Sometimes they respond.

Lastly, the best plans and strategies laid out to a staff before a trade show opens may need to be adjusted when the reality of booth conversations are taken into account.

After about two hours into a show, these plans and strategies should be evaluated: Is more time needed? Less time? Why? Is there something we can do to be more efficient?

Maybe your staff should work with groups of people instead of just conducting one-on-one conversations. Or maybe they should be more focused on what is already resonating with visitors rather than saying everything about your products and services.

Learning and adapting to what is working and what isn’t is actually a great thing about trade shows. I call it real-time marketing and selling.

Read More

A Trade Show Manager’s Wishes

If I were a trade show manager and I had my most important show coming up what would I wish for if I could wave my magic wand?

I’d have a great looking booth in a great location. My graphics would be eye-catching and informative and the lighting in my booth would highlight key areas. My pre-show promotion would be focused on the the sub-set of the attendees that I really would like to see in my booth.

But the most important element to the success of every show I produce is the interaction that happens between my exhibit staff and my booth visitors. Even with everything dialed in and as perfect as it can be, if my staff messes up, the show suffers.

So if I wave my magic wand again, what would I wish would happen to my exhibit staff? I would cast a spell on them to be on time and to not wander out of the booth. I would offer up a hex that would keep them from talking in closed circles with their colleagues, drinking coffee or soda in the booth, eating in the booth, and using their mobile devices in the booth.

The fairy dust I would sprinkle over them would compel them to greet visitors quickly and politely. It would make them focus their conversation on what each individual visitor wants to see or hear about instead of what my staffer wants to talk about – sometimes there is a vast difference.

And the fairly dust would immediately give them the ability to politely add visitors to an on-going conversation when it’s busy, to politely and professional disengage from a conversation when it’s over or when it’s becoming a waste of time, and to ask the right questions at the right time so my staffers know everything a visitor wants to see and hear about in my booth.

But I am not quite finished with my magic yet. I need some magic to make sure I get something tangible out of my trade shows and especially the biggest show I produce. I want sales. I want appointments. I want agreements from visitors to return phone calls and to respond to emails. I want detailed information taken on each leas so the follow-up is easier and more focused on each visitor. I want every visitor to have the most positive and a very different experience in my booth compared with any other booth at this trade show.

Even a magic wand and some fairy dust may not be enough to do make these outcomes that I think are important to happen. But I am going to give it a try. Maybe if I sprinkle fairly dust on my magic wand I can get what I really want. And what I want is a very cool trade show tool to be in the hands of everyone working in my booth.

I this magical tool to be able to generate qualified leads, show product information, intiate literature fulfillment in the booth, enable product demonstrations, take orders, provide for specific follow-up actions like making appointments, and all the while offering a unique personalized experience that takes the interaction of my staff with their visitors to the next level.

I don’t want my exhibit staff pocketing business cards or fumbling with a different lead device at every show. I don’t want them doing a product overview by pointing at a brochure. And I definitely don’t want them not even trying to do the right thing because they know the right tool isn’t available to them.

What my fairy dusted magic wand has made appear is an iPad loaded up and programmed so that it can efficiently search my own website for products (even if I have 10,000+ products), do product demos via videos or PowerPoint, highlight competitive comparisons, offer white papers, literature, testimonials, pricing, etc. And right from the iPad, I can email any of this information to the visitor I am showing this to. And right from this iPad I can set-up a follow-up appointment because my calendar is on it too.

This magical iPad can also can generate a complete, qualified lead within 30 seconds that includes all the information my salespeople want – not just contact information; product interest, budget, buying time frame, buying influence, how they want to be contacted after the show, etc.

The iPad also has all of the exhibit staff’s photos on it with their cell phone numbers so any visitor can walk up to any staffer and that staffer can identify who the visitor needs or wants to talk with, what they look like, if they’re at the show, and, if the want to meeting them, they can call them.

Read More

Attributes of a successful trade show staffer

 Your exhibit staff will have the biggest impact on the success of any of your trade shows. After all, trade shows are one of the last remaining venues for face-to-face marketing and selling.

So what attributes do I think make a successful trade show staffer? It’s a long list and some of them may not apply to your booth or marketplace but very few booth staffers are as productive as they can be.

  1. They understand the goals and objectives for each show
    1. Qualified lead generation
    2. Positive visitor experiences
    3. New product introductions
    4. Sales off the show floor
    5. Visitor education
    6. Commitment for follow-up (appointments, phone calls, emails, etc.)
    7. Reinforce position in the marketplace
    8. Partner/Distributor/Customer support
    9. Press and media coverage
  2. They understand the enormous costs and time it takes to participate at a trade show
  3. They understand their roles and responsibilities
    1. They represent the entire company or organization to every visitor
    2. They know they are responsible for working the entire booth, not just an assigned area.
    3. They know what to do differently when the booth is slow, moderately busy, and congested.
    4. They do anything and everything to make the show successful; keeping the booth clean, helping out their colleagues, etc.
  4. They are comfortable at proactively greeting visitors who enter the booth within 15 seconds.
  5. They are comfortable interacting with visitors in the aisle who show interest.
  6. They are prepared with effective opening questions.
  7. They are prepared with elevator (short) answers to general questions like “What’s new?”, “Who are you and why are you here?”, and “What can you tell me about this product/service?”
  8. They are ready with some good qualifying questions that determine the visitor’s
    1. Product or service interest
    2. Role in purchasing decision
    3. Purchasing timeframe
    4. Budget or funding for a purchase
    5. Preferred method of follow-up
  9. They understand how to manage visitors expectations
    1. Length of their booth visit depending upon the value of the visitor and/or how busy the booth is.
    2. That a one-on-one conversation might evolve into a one-to-many conversation.
    3. The availability of product experts, their sales rep, management, etc.
    4. If the visitor’s customer service issue can be resolved in the booth.
  10. From the answers they receive from visitors to their questions, they can tailor their conversation to the appropriate level that is understandable and valued by visitors.
  11. They can determine if the visitor is a time waster, and if so, they can politely dismiss them.
  12. They know how to end any conversation politely and professionally.
  13. They know how to handle competitors, salespeople, booth beggars and other time wasters.
  14. They ask questions before launching into a product or service presentation or demonstration so they can provide a visitor-focused experience.
  15. They know that offering too much detail the visitor probably doesn’t care about is counter-productive.
  16. They know how to present the “So What?”. They do the translation for the visitor; not just offering features but understanding what the visitor values and offering benefits and solutions.
  17. They know how to position your company against any competitors.
  18. They are prepared to handle any objections.
  19. They are prepared to handle any tough or difficult questions that are consistent with their company’s formal positions.
  20. They know how to effectively cross-sell, up-sell, and close for the business, appointment, or phone call.
  21. They are prepared when their major accounts arrive at the booth:
    1. They have specific, achievable objectives for each major account.
    2. They have notified the rest of the exhibit staff as to who they expect so their key accounts can be greeted by name.
    3. They have an agenda for their booth visit prepared in advance; what demonstrations or presentations to set-up, any management or executives to introduce them to, etc.
  22. They know how to politely and professionally invite waiting visitors into a conversation or a presentation.
  23. They understand how to conduct a successful presentation:
    1. They understand their own presenter strengths and weaknesses.
    2. They know how to involve their audience during their presentation or demonstration.
    3. They have mastered key verbal and non-verbal presenter skills; eye contact, gestures, movement, voice modulation, minimizing non-words and other distracting behaviors, and closing for some action or commitment.

Read More