Disengaged Staff Members are Costing You Money

Posted by Bill Barrett in Tips, Trends

One of the most common mistakes that cost companies millions of dollars is employing unapproachable booth staff. Your staff gets the opportunity to make a first impression, so they should be focused on engaging attendees. Unfortunately, sometimes employees can’t handle the pressure or don’t know how to interact with potential customers.

Booth design is important, but it’s up to your staff to create a relationship with each visitor. Murray Newlands, contributor for Entrepreneur.com, describes characteristics of poor staff and why you should avoid them.

1. Unapproachability. If your staff is talking amongst themselves or texting on their cellphones, chances are attendees won’t approach them for questions. Encourage your staff to be involved. They should be asking questions as well as answering them.
2. Shyness. If they can’t spark up a conversation with a stranger, they don’t belong in your booth. Talented and outgoing employees are great assets.
3. Fear of rejection. Rejection is inevitable. Help your staff realize that rejection does not equal failure, but an opportunity to improve.
4. Lack of knowledge. Make sure your staff knows exactly what is required of them. Give them the tools they need to engage, follow-up, qualify leads, and collect any other necessary information.
5. Lack of practice. Even the most experienced candidates need to take the time to learn your product and pitch it the way you want. Listen to their delivery and help them improve.

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