By Dr. Allen Konopacki, Author, Winning Strategies for
Successful Exhibiting, www.tradeshowresearch.com
HAVE FUN! If you’re not enjoying yourself, your negative attitude will become
BE APPROACHABLE! Avoid “pitch posture” such
as arms crossed, hands in the pockets and leaning on counters.
BE A GREETER, NOT A GUARD. Don’t
stand behind a counter or in front of the equipment on display. Stand off to the side.
DRINK PLENTY OF WATER. Avoid
dehydration by consuming at least four glasses of water per day to help fight fatigue.
AVOID RADAR VISION. Don’t
immediately look at a persons name badge. It shows that you’re trying to evaluate. Make eye contact, greet and introduce
AVOID CLUSTERING. Prospects tend not to interrupt two or
more staffers involved in a discussion.
AVOID “MAY I HELP YOU?” This
greeting promotes a “No, thank you” reply. Welcome them first and then find out their interest.
SMILE AND SMILE AGAIN! When you smile you send a message to your body
that you feel good and your attitude creates a positive impression.
LOOK ATTENTIVE. Fifty-six percent of the impression a visitor makes about the exhibit is based on nonverbal body language.
NOTE! Fifty percent of what people say is forgotten in 60 seconds. Make a note on a contact
form of key comments.
Your Personal Image
It’s important that you present a professional image when
representing NARFE at a seminar or exhibit. When you stand
before a NARFE exhibit or event, what you wear and how you conduct yourself
projects powerful, nonverbal messages. These
nonverbal messages are as important in your presentation as the verbal skills you
use when selling NARFE to prospects.
The trend towards casual dress has become more and more popular. Business Casual
is a common term in the workforce.
But if you were going on an interview or a first-date, you wouldn’t wear tennis
shoes and a T-shirt, would you?
Most of these are common sense but here are some simple guidelines to follow:
Men should wear a jacket and tie or a shirt with the NARFE logo.
● No jeans, tennis shoes or T-shirts.
● No NARFE vests, please. Those vests are great for NARFE functions but inappropriate
in a professional setting.
● Don’t display your pin collection on your
shirt. You are there to sell NARFE, not your ability to collect pins.
● Beware of foods that may leave breath
odor, particularly tobacco, alcohol and coffee.
●Wear a smile. Nothing sells better than
● Stand, don’t sit. You will be more approachable.
Dress and accessorize conservatively. You want the prospect to focus on what NARFE has to offer not
● Wear a nametag.
Like it or not, appearances are important.
People make judgments about us based on what they see, hear and sense.
Following the above common-sense tips will add to
your success as a NARFE salesperson.
- Make sure you are using and familiar with the current
NARFE recruiting materials. Listings can be found on the NARFE website, under Officer Resources and Member Development.
- Work with the chapter membership chair and leadership to ensure they
are prepared to perform the follow-on actions required on newly recruited members and prospects.
- Presentation items, such as NARFE pens, can be used to catch and hold prospects attention.
They are available to the chapters from the WSFC PR Chair.
have an official form to record attendees’ names and addresses, but it’s a good idea to collect names at exhibit
You can offer
attendees an alternative to taking materials with them and offer an opportunity for an additional free copy of NARFE magazine.
Prominently display a sign-up sheet for attendees to
record their names and mailing addresses. Include a place to indicate if they are working or retired. Make sure the form is
easy to read and there is plenty of room for their information. Putting it on a clipboard is helpful.
If you want to increase the likelihood of people signing
up, why not offer a chance at a free membership? At the conclusion of the meeting, have a drawing. Choose a couple of names
and award them a free membership. It’s money well spent by your chapter, and it may mean a member you keep for a lifetime.
Send the names you collect
to NARFE Headquarters. Staff at Headquarters will enter them into the database as prospects. They will receive another membership
application and an added issue of NARFE magazine.