<h2 id="robyn-davis-exhibit-smarter">Robyn Davis: Exhibit Smarter</h2>
<p>Robyn Davis has been advising exhibitors across industries and around the world on the strategies that work at trade shows since 2009. As an award-winning speaker, trainer, and consultant, Robyn is known for her fresh perspective and process-driven approach to exhibitor success. She is the author of <em>Exhibit Smarter: A Step-by-Step Guide to Trade Show Success</em> (<a href="https://amzn.to/4h3Aacm">Amazon</a>, <a href="https://bookshop.org/a/90226/9798996144006">Bookshop</a>)*.</p>
<p>Almost every professional has been to a trade show. A lot of us have represented our organizations at conferences and shows. And many leaders have trade shows somewhere in their portfolios. In this conversation, Robyn and I explore how to help your team engage the right people at these events to ensure the investment you’ve made is worth it.</p>
<h3 id="key-points">Key Points</h3>
<ul>
<li>Prioritize strategic value over vanity metrics and activities. Tactics that get people into your booth aren’t necessarily the ones that line up with the needs of your organization.</li>
<li>The decisions that organizations make about trade show activities are often heavily influenced by what’s been done in the past.</li>
</ul>
<p>Use five steps to lead interactions inside your booth:</p>
<ol>
<li>Welcome visitors with a targeted question that quickly identifies if a conversation is useful for both parties.</li>
<li>Create and use a qualification rubric for your team to quickly triage interactions.</li>
<li>Ensure smooth handoffs to the right party by making a personal introduction and relying on relevant details of whatever conversation has already taken place.</li>
<li>If the next step is an on-site meeting, make it concise (5-10 minutes) and follow up with a longer interaction later. If demoing a product or service, involve the visitor in the demonstration.</li>
<li>Close with a thank you, business card, brief review of the notes, next steps, and gracefully saying goodbye.</li>
</ol>
<h3 id="resources-mentioned">Resources Mentioned</h3>
<ul>
<li><em>Exhibit Smarter: A Step-by-Step Guide to Trade Show Success</em> by Robyn Davis (<a href="https://amzn.to/4h3Aacm">Amazon</a>, <a href="https://bookshop.org/a/90226/9798996144006">Bookshop</a>)*</li>
</ul>
<h3 id="interview-notes">Interview Notes</h3>
<p><a href="https://coachingforleaders.com/mp-files/robyn-davis-how-to-engage-people-at-trade-shows.pdf/">Download my interview notes</a> in PDF format (free membership required).</p>
<h3 id="related-episodes">Related Episodes</h3>
<ul>
<li><a href="https://coachingforleaders.com/podcast/381/">Serve Others Through Marketing, with Seth Godin</a> (episode 381)</li>
<li><a href="https://coachingforleaders.com/podcast/reason-people-buy-marcus-collins/">The Reason People Make Buying Decisions, with Marcus Collins</a> (episode 664)</li>
<li><a href="https://coachingforleaders.com/podcast/how-high-performers-land-new-business-matt-dixon/">How High Performers Land New Business, with Matt Dixon</a> (episode 736)</li>
</ul>
<h3 id="discover-more">Discover More</h3>
<p><a href="https://coachingforleaders.com/free">Activate your free membership</a> for full access to the entire library of interviews since 2011, searchable by topic. Go beyond the podcast to find the right ideas and apply them with confidence inside <a href="https://coachingforleaders.com/plus">Coaching for Leaders Plus</a>.</p>

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