211 - Training Done RIGHT can Double Your Leads

211 - Training Done RIGHT can Double Your Leads

Author: Jim Cermak May 8, 2023 Duration: 10:03

You are Training your staff all Wrong!! In this episode, I will discuss how to Train your trade show booth staff the RIGHT way which will lead to better results and can DOUBLE your Leads!

Most companies train on the Basics...

  • Show location and times
  • What the display will contain
  • What they will be giving away
  • Any promos they will be doing
  • What everyone will be wearing
  • And maybe more...

Nothing wrong with this, but it's typically where they stop training!

Now the staff has information and knowledge, and they are left on their own to figure out what to do with all this info!

You have to go deeper than this!

I suggest training on 3 things that will make all the DIFFERENCE: EQF - Engage, Qualify, Flow

  • ENGAGE - Train your staff HOW to engage with attendees in a meaningful way
  • QUALIFY - Right after they engage, you have to QUALIFY the attendee to see if you even want to talk with them. If they don't qualify, let them go!!
  • FLOW - After you have engaged and qualified, immediately get them into your booth flow or attendee journey. It's what you should have orchestrated ahead of the show! What do you want them to experience? What do you want them to leave with? And what info do YOU want and need?
  • For more info on creating a FLOW, listen to this episode - https://tradeshowu.biz/episodes/193-creating-your-booth-flow-and-attendee-journey-in-2023/

Train on EQF effectively, and you can Double Your Leads at the next show!!!

Want some help? I offer a Free 15-minute Discovery Call to see how Training with the EQF Framework can help your business!

CLICK HERE - https://tradeshowu.biz/services/

Mentioned in this episode:

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Check out the new Trade Show University YouTube channel where we feature a growing number of training videos to help businesses get More Leads, More Sales and More Profits through the power of Trade Shows! Many videos are exclusive to YouTube and not found on the podcast. Visit, Subscribe and Binge! https://www.youtube.com/@tradeshowuniversity


Jim Cermak hosts Trade Show University for Virtual & Live Events, a deep and practical resource for anyone whose business depends on connecting with an audience, whether on a convention floor or through a screen. This isn't about vague inspiration; it's a working toolkit built from conversations with seasoned experts and Jim's own extensive experience. Each episode functions like a focused seminar, delivering actionable tips and training that exhibitors, marketers, and show planners can apply immediately to see a real difference in their engagement and return on investment. With a library spanning over 220 episodes, the podcast covers the full spectrum of modern event planning-from crafting a compelling virtual booth experience to mastering the logistics and psychology of a live trade show. You'll hear candid discussions on common pitfalls, innovative strategies that are working right now, and breakdowns of what truly moves the needle for businesses. Beyond the audio, the community around this podcast extends into consulting and collaborative training, emphasizing real-world application. For professionals tired of wasting time and budget on events that don't deliver, this series offers a clear path forward, turning every appearance into a measurable success.
Author: Language: English Episodes: 100

Trade Show University for Virtual & Live Events
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