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Motivation Staff
How to get the most out of your trade show experience
volume #1, article #15
As trade shows evolve, and their visitors become more focused, exhibitors are increasingly challenged to capture the attention of attendees. A key part of your job as an exhibit manager is to create excitement around your exhibit marketing program - both on the trade show floor and within your organization. Here are some ways to motivate your trade show staff to ensure they are proactively engaging attendees and qualifying leads accurately:
Make Trade Show Attendance A Privilege
Your goal is to get management and staff excited about upcoming shows. By rewarding high achievers at the office with the chance to be part of the exhibit staff, you can reverse the perception that trade shows are a chore.
Make Training Mandatory And Fun
Just because a person is great at telesales doesn't necessarily mean that they will shine on the trade show floor. Provide an enjoyable training experience for each booth staff member, regardless of whether this is their first show or their fiftieth. Designate your more experienced booth staff as mentors for the 'newbies'. This gives senior staffers a vested interest in the success of the training program.
Help Staff Develop Personal Objectives
Clearly communicate your overall show objectives to your booth staff during training. Using those objectives, work with staff to help them develop personal objectives for the show, either on a daily or cumulative basis. Working towards realistic personal goals will help staff feel they are a part of the bigger process. It will also allow you to directly tie their successes to the bigger trade show success.
Offer Incentives For Outstanding Performance
Establish incentive levels and encourage people to not only meet these set levels but also to use them as a baseline for their performance. Have a daily meeting and award incentives to recognize individual achievements and motivate others to increase their effort. Incentives can be as simple as a cash reward or a day off once the show is over.
Get Everyone Together After Hours
Offer off-site entertainment for your booth staff after the show at a purely social event. Or, instead of doing your daily show meetings on the show floor at the end of the day, why not take the whole staff out for dinner? You get to relax as a group, form tighter working relationships and offer the staff something to remember from the show other than sore feet. A word of caution: When trade shows become more personally rewarding for your staff, you may suddenly find that there is intense competition to participate!
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