During the Expo, SELFLESS; Eye Contact and Body Language | Exhibitor training 19 of 36

Connecting with visitor traffic The simplicity behind making eye contact, smiling, and being welcoming cannot be underestimated when it comes to visitor engagement. Yet, how often do we pass stands where the exhibitor is on the phone or simply showing no signs of interest?

'Non-verbal communication cues can make a real difference to your success in engaging with visitors. It pays to think what your face and body might be saying.' Let's look in a bit more detail at some of the factors that might sway your chances of capturing the visitor's attention and starting a meaningful discussion.

Eye Contact

Confident and outgoing individuals find it easier and more natural to make eye contact with visitors. Smiling after making eye contact gives you a kind of unspoken 'permission' to engage with the visitor, provided that he or she has returned your eye-contact. All you need to do at this first stage is make general conversation before you start qualifying. Remember to listen for cues so you can prepare your qualification script mentally in the background.

Body Language

Have an open and welcoming posture. That means avoiding folding your arms (because it forms a sort of barrier) and facing your visitor, giving them your complete attention. This shows that you are interested in talking even before the first word is spoken. Remember, they have made the effort to come to your stand so return the favour by giving them your time and focus.

Facial Expressions A

happy, pleasant and a motivated individual will have a greater chance of engaging in conversation than someone who seems bored, weary or uninterested. Remember, most people prefer to buy from people they like, and will run a mile from those they don’t. So, the first task may well be only a gentle relationship-building exercise.

Tone Of Voice

The aggressive 'hard sell' approach seldom impresses people. Relationships are built on communication, so show a genuine desire to listen when speaking to visitors. If they aren't interested in your products or service, be pleasant and polite when closing the conversation. Remember, they may not be right for you now, but they might know someone who is.

Summary

First impressions count. Have the right staff at the stand; people who are confident, pleasant and focused on the job. Eye contact, body language, facial expressions and the tone of voice play important roles when engaging with visitors and leaving a positive impression.

Next: More On Engagement

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In our next article, we will keep the focus on Engagement. We'll be talking about how we start and maintain useful conversations with visitors.

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