How to Turn Your Exhibition Staff into Lead Magnets

You wouldn’t promote a member of staff into a managerial role without giving them the correct training, so don’t expect your staff to be able to rise to the challenge of manning trade show exhibits without guidance.

It is particularly important to stress this to first-time exhibitors because there is a lot to coordinate, and training is one of the first to fall by the wayside.

You have two options at an event:

1. Employee Training
2. Temporary Staffing

This article assumes you will use internal personnel, but the points apply equally to any staffing agency you hire. Note that the hardest part with temporary staffing at trade show exhibits is getting the talent caught up on product/service offerings. 

Why Your Staff Need Trade Show Training

Well-trained expo booth staff create a positive brand impression and maximize your trade show investment. After all, no exhibitor wants to invest in custom trade show displays without generating leads or new customers.

• Product Expertise: Your staff must thoroughly understand what they're selling to establish credibility and answer questions confidently.
• Clear Show Objectives: Every team member needs to understand what success looks like to focus their efforts effectively.
• Target Audience Knowledge: Knowing your ideal customer helps staff quickly identify and engage the right prospects.
• Role Clarity: Team members perform better when they understand their specific responsibilities and how they contribute to overall success.
• Performance Goals: Specific metrics give staff concrete targets and help them prioritize the most valuable interactions.

Trade Show Booth Training: 4 Must-Have Components

These four training components ensure your team maximizes every opportunity to connect with potential clients and generate quality leads.

1. Produce/Service Knowledge

Mastering your product's details is fundamental to closing deals, whether you're working with internal teams or external talent. Even the strongest sales skills fall flat without the ability to effectively communicate what makes your offering unique and valuable. Make product knowledge training a top priority.

2. Lead Generation Tactics

Trade show lead generation requires a unique skill set that can get rusty without regular practice. It's a distinct environment that demands tactics different from everyday sales. Ensure your team masters every aspect of the process: attracting visitors to your expo booth design to engage them effectively, qualifying prospects, and converting leads. 

3. Customer Service Training

While exceptional customer service comes naturally to some team members, others may need additional support to develop these crucial skills. Use pre-show training to run realistic scenarios and practice appropriate responses with your exhibition staff. 

Work closely with those who find customer service challenging, helping them build confidence and competence. Encourage every team member to elevate their service skills—the benefits will extend far beyond the trade show floor and deliver lasting value to your organization.

4. Follow-Up Training

Even if your trade show staff isn't directly responsible for post-show leads, your sales team needs thorough training on proper follow-up procedures. The quality of your follow-up process is just as crucial as lead generation itself—in fact, even the best trade show leads are worthless without effective follow-up.

Top Qualities of Exhibit Staffers

The best performers naturally draw visitors in, combining genuine enthusiasm with deep product knowledge. They're masters of engagement—listening actively, asking smart questions, and maintaining professional energy throughout the show.

Remember, nothing kills opportunity faster than staff huddled in private conversation, scrolling phones, or snacking while prospects walk by. Professional presence matters (proper attire, positive body language, etc). 

We recommend equipping your staff with quick-reference cards and checklists covering key product points and booth behavior standards. These simple tools keep everyone focused and performing at their best throughout the show.

Trust Las Vegas Exhibit Rentals to Handle the Rest

While preparing your staff for trade show success is crucial, choosing the right trade show display company is equally important. Las Vegas Exhibit Rentals offers a comprehensive range of booth solutions, from custom-designed exhibits that perfectly showcase your brand to convenient rental displays for one-time events. 

Our experienced team can help you select and design the ideal booth configuration to complement your well-trained staff and maximize your trade show impact. Need a simple pop-up display or a complex multi-story exhibit?

We provide end-to-end support, including design, fabrication, installation, and storage services. Contact us today!

FAQs about Trade Booth Display Staff Training