Home Sponsorship: A Key to Powerful Marketing 1 2007 Education Report 2008 Education Schedule 2008 Operating Council 3 Airlines Shut Down in One Week 3.15.06 Thoughts 3.15.06 TSEA Tips 5.1.07 News 4.15.08, Bits From Bob Become a Speaker at TS2 2008 – THE Industry Event for Exhibit & Event Professionals FREEMAN LAUNCHES CUSTOMER TRAINING PROGRAM FOR PART-TIME SHOW SITE STAFF Krisam Group Announces Ecomomic Stimulus Plan for Meeting Planners TSEA MEMBERS ONLY Aaron Bludworth Joins GES as Vice President of Corporate Events After The Show: Self-Analysis, A Critical Component to Improve Performance April 1 Bits From Bob April 1 Industry News April 1 New Members April 1 Thoughts from the Corner Office April 1 TSEA Tips April 2: TSEA Open House Are You Throwing Money Away? Begin at The Beginning: Three Secrets for Tradeshow Success Best Booth at Expo! Expo!: ARI Bits From Bob 5.1.07 Bits from Bob, Aug. 1, 2007 Bits from Bob, December 17, 2008 Bits from Bob, Feb. 1, 2008 Bits from Bob, Jan. 4, 2008 Bits From Bob, July 1, 2007 Bits From Bob, June 1, 2007 Bits from Bob, Mar. 3, 2008 Bits From Bob, November, 2007 Bits From Bob, October 1, 2007 Bits from Bob, September 1, 2007 Bits from Bob: May 1, 2008 Boothsmanship is Dead: "Preparedness" Reigns Supreme Canon Communications Acquires Pharmapack Carnival Refunds $40 Million Chicago Convention & Tourism Bureau Unveils Online Video Marketing Tool for Customers Cleveland’s I-X Center Expansion Completed in Record Time; Fed Ex Kinko’s Opens Three Gigs in Vegas Creating Customer Evangelists Eight Effortless Exercises to Improve Trade show Performance Elaine Cohen Named Finalist in Stevie Awards for Women in Business Emap To Sell Events Division for $1.97 Billion ENK International to Acquire WSA Global Holdings LLC Exhibiting the Easy Way Exhibition Industry Revenue Grows 11.3 Percent in Second Quarter of 2007 Fairmont and WWF Join Forces to Address Climate Change Four Generations In the Marketplace: What This Means For You Freeman Announces Management Changes Freeman Recycles 25 Million Square Feet of Used Carpet Gaining Corporate Support GES® Acquires Ethnometrics Business Good Shows in Bad Times: Exhibiting When Your Industry is in Crisis Great Connection Weekend: The Master's Retreat Greenhill SAVP Completes Investment in BDMetrics, Inc. Help Wanted! Hey, You - Exhibitor Manners at a Trade Show Hortec 2008 Postponed; Food Tec Middle East and Food + Hospitality Middle East Rescheduled Hot Button Exhibiting How to Avoid Eating Your Words: 10 Essentials for Networking at Tradeshows and Events How to Avoid Eating Your Words: Ten Essentials for Networking at Tradeshows and Events How to Stand Out on the Job and in the Booth Hyatt Meetings Take Two Offer Ian Twentey Named Experient Eastern Region Senior Vice President iBAHN and IAEE Services, Inc. Launch World-Class Converged Network Industry Expert Harris Schanhaut is Available for Hire Industry News, August 15, 2007 Industry News, July 7, 2007 Industry News, June 15, 2007 Industry News, Mar. 3, 2007 It's Not What You Say, It's How You Say It: Body Language at Tradeshows ITN International Scores Judy Fairbanks as Vice President of Marketing JetBlue Now Offering Refundable Fares Jones Joins 3D Exhibits as Sr. VP, Client Results Strategist Las Vegas Sands Completes Initial Funding for Singapore's Marina Bay Sands Learn More About Your TSEAConnect Mack Brooks Exhibitions Announces the Acquisition of the International Converting Exhibition (ICE) Series Meeting Planners Rate Toronto Top Canadian City Member-of-the-Month, Bob Dallmeyer National Capitol Area Chapter Launched New Washington D.C. Chapter to Hold First Meeting January 28 News, April 16, 2007 News, May 15, 2007 Nick’s Cove & Cottages Announces Events Space October's Webinar: Your Booth Staff and the Four Levels Of Proficiency Open Skies: Deal is Sealed Between United States and EU PCMA Names Mark Holmes New Chief Financial Officer Penton Media Reorganizes Reed Exhibitions in the News Remaining Relevant: Tracking Trends for More Effective Exhibiting Revenues Projected to Rise Sandra Pizzarusso Joins Impact Unlimited as Director of Meetings and Events Secrets to Increasing Off-Site Meeting Productivity Sheraton and Four Points by Sheraton Hotels Go Smoke-Free Strategic Acquisition in Fast-growing Dubai Market The Six "P"s of Marketing?! The A-Zs of Exhibiting Overseas The Nielsen Company Names Greg Farrar President of Nielsen Business Media The Power of Asking Questions: 7 Strategies to Discovering what Your Prospects Really Want The Tradeshow Curse The Virtual Trade Show: The Top Four Things You Need To Know The Wearing of the Green: Exhibiting for the Environmentally-Conscious Audience Thoughts From the Corner Office Thoughts from the Corner Office 5.1.07 Thoughts From the Corner Office, April 1, 2008 Thoughts from the Corner Office, April 15, 2008 Thoughts from the Corner Office, April 16, 2007 Thoughts from the Corner Office, Aug. 1, 2007 Thoughts From the Corner Office, August 15, 2007 Thoughts From the Corner Office, Dec. 3, 2007 Thoughts from the Corner Office, December 18, 2007 Thoughts from the Corner Office, Feb. 1, 2008 Thoughts From the Corner Office, Feb. 20, 2008 Thoughts from the Corner Office, Jan. 16, 2008 Thoughts from the Corner Office, Jan. 4, 2007 Thoughts From the Corner Office, July 16, 2007 Thoughts From the Corner Office, June 1, 2006 Thoughts From the Corner Office, June 15, 2007 Thoughts from the Corner Office, Mar. 3, 2008 Thoughts From the Corner Office, May 1, 2008 Thoughts From the Corner Office, May 15, 2007 Thoughts From the Corner Office, Nov. 1, 2007 Thoughts from the Corner Office, Nov. 16, 2007 Torch Passed to Next Generation at Hargrove, Inc. Trump International Hotel & Tower Chicago Debuted January 30 TSEA at Expo! Expo! Dec. 10-12 TSEA Connect Book Club: Stimulating Conversation Underway! TSEA Members: New Discount Affiliation with FCm Travel Solutions TSEA New Members, Aug.1, 2007 TSEA Tips 5.1.07 TSEA Tips, April 16, 2007 TSEA Tips: The Scent of a Show TSEA to Exhibit at Exhibitor 2008 TSEA's Career Center TSEAConnect: the ONLY Online Community of Its Kind TSNN.com Reports Dramatic Increase in Event Interest in 2008's First Quarter Turn Your Team Around: Seven Strategies to Transform Trade Show Performance Valera Global Joins Chicago Climate Exchange, Commits to Offset 100 Percent of Greenhouse Gas Emissions Windy City Chapter Events for 2008 Windy City Logo Contest Windy City News It's Not What You Say, It's How You Say It: Body Language at Tradeshows by Susan Friedmann, The Tradeshow Coach Exhibiting at tradeshows is about creating, building and maintaining relationships -- something that simply cannot happen without effective communication. Many people don't realize how much of communication happens without a word being said: a simple turn of the body and dropping of the eyes can tell an attendee "We don't want your business" very effectively. Research tells us that the vast majority of communication is non-verbal. Over half (55 percent) of what we tell other people comes from posture, pose, movement and other body language. The lion's share of the remainder of the message is conveyed through tone of voice, and a scant seven percent comes down to the words we actually use. This makes it clear that understanding body language is critical. We're really talking about a two-way street here: you need to fully understand and take ownership of the messages you and your booth staffers are sending. Additionally, to build the maximum number of profitable relationships, you need to understand what attendees are saying to you. Let's look at the most basic point of non-verbal communication: the handshake. People shake hands dozens and dozens of times an hour on the show floor. Here's what your handshake says about you: Palm-down thrust: You're aggressive, a dominant type of person who likes to be in control. Chances are you're a male, or in a male-dominated industry. When two people with this style handshake meets, it often turns into a brief, if subtle, dance for dominance -- a competition. You don't want to be in competition with your customer! Glove (or Politician's) handshake: You're a schmoozer, and you want people to trust you. This creeps people out, and you should only use this with existing prospects and customers -- and even then, with caution. Elbow grasp: A favorite handshake in some regions, the elbow grasp is performed by grasping your counterparts hand with one hand and their elbow with the other. This is supposed to be friendly, but can come off as far too intimate for a first meeting. In fact, if you're so friendly so early, it causes people to mistrust you. Dead fish: You're bored, or you're boring. Cold, clammy, limp handshakes are generally associated with someone who has a weak character or poor attention span. Finger-tip grab: You're happy to be at the show, and you're happy to talk to this person -- you're just a little nervous about the whole thing. In the Finger-tip grab, the initiator misses the hand and just catches the other person's fingers. It indicates a lack of confidence in yourself -- or worse, in your organization! The Ideal: The confident, attractive, engaging individual shakes hands with a medium-firm grip, extending their hand vertically, and shaking for a brief time. Palms should be dry and clean. Look the other person in the eye! Reading Body Language Body language can give you some clues about how your prospects are feeling. Of course, they're reading you while you're reading them: it's a two-way street. There's no definitive guide, of course. Body language varies by individuals, and by cultures. However, here are some common signs of: Power and Superiority -Unwavering eye contact -Strong, palm-down handshake -Hands on hips -Hands in pockets with thumbs hanging out -Steepled fingers Nervousness -Poor eye contact -Rapid blinking -"Hiding" behind purse, briefcase, or bag -Shifting weight from foot to foot -Fidgeting -Clicking the pen Skeptical -Arms folded across chest -Narrowed or squinting eyes -Fussing with collar and shirtsleeves -Scowling -Holding body at an angle to the speaker Bored -Staring off into space -Playing with objects in pockets or flipping items in hand -Checking watch or cell phone often -Fussing at clothing -Tapping foot Dishonesty -Avoids eye contact -Hands on or near nose, ears, or mouth while speaking -Gestures not matching words -Body poised to "flee" Indecisive -Closed eyes while pinching bridge of nose -Chewing or biting the lip -Looking sideways -Pacing -Tilting the head -Looks concerned or puzzled Evaluation -Hand on or near chin -Tilted head -Index finger on lips -Pen or glasses in mouth -Ear turned toward speaker That's what body language could be saying about you or your prospects. Obviously, some of these are messages you want to send, while others will turn your customers off. What's the best posture for attracting positive attention? Try standing with your feet about twelve inches apart, your arms at your side, and your shoulders relaxed. Don't hide -- not behind samples, not behind bags, not behind literature! Give your prospect enough room to feel comfortable. Remember to smile -- a smile is an easy way to say "Hi! We want to talk to you!" Written by Susan A. Friedmann, CSP, The Tradeshow Coach, Lake Placid, N.Y. Friedmann is an internationally-recognized expert who works with companies to increase their profitability at tradeshows. She has also authored: Riches in Niches: How to Make it BIG in a small Market and Meeting & Event Planning for Dummies. Please visit www.thetradeshowcoach.com and www.richesinniches.com for more information.