Make no mistake: Working exhibit hall floors at conferences is mentally and physically demanding. Every visitor demands personal attention, and being bombarded by unscrupulous salespeople makes visitors naturally reticent to engage in conversations.
I use expansive hand gestures, a wide smile, and small talk to engage a visitor, and gradually go into a soft sales approach. Only after I know the visitor's name, their company and some of their unique business challenges do I pose my organization as a potential solution.
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