Approaching an Exhibition Stall
At a stall, ask about their product first, find the decision person, and only then say why you are there.
Sensible field practice; no studies on stall approaches as such.
Why it works
Stall staff are there to talk about what they make. Showing interest first earns you the right to ask who handles hiring or partnerships.
How to do it
- Read the banner and pick one product to ask about.
- Ask a real question about it.
- Ask who looks after the area you care about.
- Say your one line, ask for a card and a good time to call.
- Leave within five minutes if they have visitors.
What to say
How is this harvester doing in paddy versus wheat?
Who looks after hiring for your plants? I would like to send them a note.
You are busy today. Can I call you next week?
Avoid
Pitching to the junior on duty and leaving your brochure. It goes in the bin with forty others.
Example
At EIMA Agrimach in Delhi, Pooja asked a tiller maker about their new dealer network, then asked who was hiring for it. The regional head took her number.
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