Consider the following:
- What can you give customers that they cannot get elsewhere?
- What can you do to follow up and thank people, even when they don’t buy?
- What can you give customers that is totally unexpected?
In addition, always look for ways to help your customers. If they have a request (as long as it is reasonable), tell them that you can do it. Figure out how afterwards. Look for ways to make doing business with you easy. Make sure that you always do what you say you are going to do.
Finally, encourage and welcome suggestions about how you could improve.
Written by Susan A. Friedmann, CSP, The Tradeshow Coach, and Lake Placid, NY, working with exhibitors and meeting & event planners to improve their event success through coaching, consulting, and training.