We
all know that setting clear goals and objectives is a critical part of
achieving tradeshow success. Having
goals and objectives in place lets your booth staffers know what they're
expected to do, what benchmarks they should strive for, and what rewards and
incentives are in place should they be successful.
Yet
simply setting goals and objectives is not enough. You -- and your team -- need to not only know
your goals and objectives but be invested in them, believing that they are
attainable.
Athletes
will tell you they visualize themselves winning the race or pulling off the
perfect ski jump. Artists look at a
block of granite and see the sculpture lurking within. The world's most successful financiers start
out by envisioning themselves fantastically wealthy.
This
visualization-- the mental 'picture' one has of a successful outcome -- helps
make your list of goals and objectives real and important to your booth
staffers. It also makes attaining those
goals and objectives much more likely.
You
can introduce the visualization concept very easily. One simple way is to have your team members
write their individual goals down and read them out loud. For example:
"During
the regional show, I'm going to talk to 200 fabulous people. Over half of them are going to be interested
in our products and services. I'm going
to start new, profitable relationships with at least 50 people, and close
$200,000 in sales before the day is done."
Using positive, upbeat language helps generate enthusiasm and build excitement about tradeshow participation. Listing specific numbers reinforces the goals and objectives you've set, helping the individual take ownership of what they're expected to do during their time on the floor.
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