1. Manning the stand (Your People Brand)
- Frank tilley-

2. What makes these businesses different?
City Lodge; Holiday Inn; Sun International
Dell; Acer; Samsung
Mugg & Bean; Vide Cafe; Wimpy
British Airways; SAA; Kulula.
You and the Opposition?
Are your Staff the most impressive at the show?

3. Your PeopleBrand Enthusiastic; Knowledgeable and Helpful
The Perception customers have of your business….
as reflected in your staff behaviour.
What words would you like people to use in describing your staff ?
Enthusiastic; Knowledgeable and Helpful
Lead from the front
Agree on specific behaviours that will reflect these Values.

4. Hi, I am Tracey …….

5. Behaviour Experience Perception The Perception people have of you
is their choice, not yours …..
Behaviour
Experience
Perception
……. a Reputation is earned,
so do everything you can to earn a good one!

6. Madiba…. What words would we use to describe him?
You ?

7. Your PeopleBrand Don’t leave the prep and training to the last week.
Are you ready ?
Have you planned your pitch ?
What are you going to say and do that differentiates you ?
While brochures and cards may get you calls…..
While attractive stands will grab attention……
While product displays and photographs will assist……
It’s your PeopleBrand that will differentiate you.
Train your team for three weeks before the show.

8. New cell phone ?

9. Who is on your stand – Your People ?
Are they passionate and knowledgeable ?
Are they presentable?
Can they talk ?
Do they match the perception you want people to have of your product ? What do they look like?
If this expo is to maximize your business, have people who will maximize the opportunity when engaging the prospect.
Make sure your team is energised !!
Do you have a multi-lingual team?
Be more interested; more engaged and more attentive than the next stand – what do they want?

10. Leading your Team Prior to the show, practice many times….
Role-play interactions
Tell them to practice ‘out-loud’.
Incentivize them
First person to get three appointments
…..close three sales,
Break the day into targets
Today we want to achieve the following…
Before 1pm ….
Every hour each of us need to….
Give them breaks
Find a reason to compliment them
De-brief at the end of the day

11. Pre-show training Explain your objectives
Discuss ‘the ideal customer’ – your target market
Teach them the scripts
Greeting
Questions
Product knowledge
Objection handling
Role-play the expected customer engagement.
Agree on your expectations and non-negotiables
Dress, behaviour, do’s and don’ts

12. No……. Any others……. ? No sitting on the stand No eating No huddles
No bouncers
Any others……. ?

13. In Summary YOUR BRAND Panel Discussion: Manning the Stand
Energized Knowledgeable and Happy staff
They must look like; sound like and behave like
YOUR BRAND
Panel Discussion: Manning the Stand