Because many of the aspects of great booth staffing and great staff performance are based in common sense, there is a tendency to apply less discipline to this critical area of exhibiting than it deserves. To help avoid some of the pitfalls that may come from a false sense of security, here are a few tips from your peers.

My favorite tip to share with everyone is to "be yourself." I have done shows for a number of years and seen people "turn it on." The general public can tell the difference between when you are making a pitch and being who you really are. The majority of my sales have been when I have been the genuine article. Just me!
- Paul Hilchey-Chandler, The Maine Highlands

If you find yourself in a reasonably cooperative environment at the show, you might be able to build a synergy with your booth neighbors as this tip shows…

Make friends with the booth staff near your booth. It's invaluable to have a trusted friend to cover your breaks and you never know... they could turn into an important lead. They see more about your product than anyone else.
- Erica Meyers Carlson, Grant Thornton LLP

It’s worth it to give your booth guests a moment to de-pressurize after they have entered your space. Here are three ideas to get your time off to a smooth start and help to build that relationship that could lead to more business for you.

I have found that giving a visitor to the booth a few minutes to browse around a bit is always helpful. As a show visitor myself I always like to have a minute to find something that interests me – if I am approached before I have a chance, then I tend to want to move on.
- Steve Stevenson, Laser Sales Inc.

And …

Don't stare at name badges right at the outset of meeting someone. It comes across as "trying to qualify."
- Moriah Bacus, Permaquik Corporation

And …

People who attend shows - I feel pretty much know why they are there. So when you see someone approaching your booth - let them breathe & look. Approach them with a smile, an easy-going manner. Do not let them feel attacked.
- Mary Sessa-Lipsey, LexisNexis

A well-trained and prepared staff is one of the keys to a highly successful show experience. Here are some thoughts on training and execution.

Providing adequate soft skill training, a mission objective for the show to your exhibit staff, then supporting their active practice of what they learned, are key factors in creating positive experiences and results with attendees.
- Carson Tang, Carson Worldwide

And …

The big tip is to realize you have to ‘work’ the booth not just 'be in the booth.' Never have any barriers between yourself and the attendees, always stand, and invite people into your booth first with your body language, eye contact, smile and then words. You will not capture everyone's attention or interest but it is surprising how many more will stop with just an invitation... I have been amazed at what I've learned and how often a perspective customer would have simply strolled on by but for an inviting/welcoming interaction.
- Tricia Beem - Grand Island, Nebraska CVB

Of course, don’t forget the “elevator” speech.

Have a clear and catchy 15-second soundbite about your company that's well-rehearsed by your entire show staff.
- Nan Holda, Gelato Federation