Resources for
Successful Adult Education

Staffing an Exhibit

If you have an opportunity to staff an exhibit, pay attention to some of the following suggestions to make your time spent more effective. You can determine the success of the exhibit. According to Leonard and Natalie Zunin in Contact the First Four Minutes, the average encounter with people will last four minutes. What exchanges take place during that time will often determine future relations, etc. Your contact with people when you staff an exhibit will likely last much less than four minutes. Therefore, you must begin the encounter in a positive way to make an impact on the guest in your exhibit.

The key is to get visitors to stop at the exhibit and begin a conversation. Consider these suggestions from a sales management veteran as reprinted by the Trade Show Bureau.*

Some exhibit visitors deliberately come to you. They've identified their problem. They hope you have the answer. They are easy to talk to.

Other times a visitor wanders down the aisle, slowing up when something catches their eye. If this visitor is not welcomed immediately, they will wander off.

Watch for the flicker of interest, the tentative pause. Respond with a friendly, "good morning," a welcoming eye-to-eye contact, an outstretched hand. Never ask: "May I help you?" Start right in with a comment about something in your exhibit.

Staffing a booth is hard work. You cannot be bright and cheerful and pleasantly aggressive for eight yours--or even five hours--at a time. You must unwind and rest your feet. Standing is much more tiring than walking or running.

When you are on duty, be alert. This is not time to make phone calls or chat with colleagues. Most visitors won't interrupt a personal conversation.

Don't stand around looking bored. Keep an eye on people entering or approaching. Draw them into conversation. Unless you're talking to a visitor who prefers to sit, stand. Don't sit between visitors.

When you are not on duty, don't hang around your own exhibit. Visit other displays. Or get off your feet. Many shows have exhibitor lounge area or convenient coffee shops or bars. You need the change. Besides, an off-duty presence makes the booth seem crowded and discourages visitors.

The finest exhibit booth with the most exciting design comes to life only when effectively staffed.

*Reprint from Marketing Times, May/June 1979

This section is adapted from the University of Missouri's Internet Master Program.

The Master Internet Volunteer Program was developed by the University of Minnesota Extension Service and was adapted for use in North Dakota with permission. Copyright  © 2000  North Dakota State University. All rights reserved.

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