Weekly Insights: How to Understand Prospects’ Needs

It’s a question I get from exhibitors all the time: “What questions should I ask in the booth in order to qualify the leads?”

Now while those specific questions may vary from one exhibitor to another, depending on your actual business and what you provide, there are some common starter questions. This infographic from HubSpot.com offers a great starting point. Pay particular attention to questions number 2, 4, 7, and 11. By getting your prospect thinking about these questions, you want them to verbalize their needs and the ramifications of failing to take action.

Please include attribution to Blog.HubSpot.com with this graphic.

understanding-need

The following two tabs change content below.
With experiences as both an exhibitor and a show organizer, Marlys Arnold has a unique perspective on trade show exhibiting. As an exhibit marketing strategist, she travels the country consulting and training on how to create experiential exhibits that produce significantly higher numbers of qualified leads. She’s led workshops for events ranging from local consumer expos to some of the largest trade shows in the U.S. She hosts the Trade Show Insights blog/podcast, and is the author of Build a Better Trade Show Image, the Exhibitor Education Manifesto, and the ExhibitorEd Success System. Exhibit Design That Works (the first book in the YES: Your Exhibit Success series) debuted in July 2017. She’s also the founder of the Exhibit Marketers Café, an online education community.

Leave a Reply

Your email address will not be published. Required fields are marked *

How's your exhibit design working for you?Get Exhibit Design That Works

Time to rev up your exhibit marketing!
GPS Your Exhibit Marketing - Free Workshop

When you set out on a long-distance road trip to a place where you have never been, odds are you don't just jump behind the wheel and start driving. Instead, you probably study a map or program your destination into your GPS System. So why not create a GPS to guide your exhibit marketing this year? Click below to request access to this free training, along with a road map and a turn-by-turn checklist!

Thank you for requesting the replay. Watch for more tips & tools to improve your exhibit results, coming soon to your inbox.

Oops! Something went wrong.