Welcome to the North Carolina Pavilion at BIO 2011
Ground Rules and Recommended Etiquette and Body Language
Pavilion Ground Rules
Exhibit Booth Personnel will be allowed on the show floor for exhibitor planning time 90
minutes before and 30 minutes after official exhibition hours, Tues. – Thurs.
Please arrive on time for your shift on the pavilion, if you have volunteered with your
organization to be on the schedule.
Dress Code: Please dress appropriately. We encourage all staff on the pavilion to wear business
suits each day.
Please keep your literature racks and materials tidy.
Please don’t pile backpacks and briefcases anywhere visible on the pavilion.
Please discard all trash and keep bottles and cups hidden.
Please mute your cell phone.
Please check both message centers for your messages at least once a day.
To ensure that you present a professional, approachable image on the NC pavilion, please review the
following rules of trade show booth etiquette and body language and tips on handling visitors:
Pavilion Etiquette
While in the booth, please do not:
Chew gum, eat or drink - even if you think you are out of the line of sight of visitors.
Sit down - Sitting down makes it look as though you are not interested in talking and
unapproachable. However, if your area has bar-stool-height chairs behind a counter then,
because of the higher seat, you are at the same eye level as people passing the pavilion.
Acceptance of stools is increasing since the public is sympathetic to the effects of standing on a
hard floor for long periods.
Chat idly with other NC personnel -The sight of two people in conversation looks like a meeting.
No one will want to interrupt a meeting, and you’ll ignore our visitors.
Complain – Do you like to hear about someone’s aching feet or their hunger for lunch?
Email or carry on a cell phone conversation in front of anyone in the pavilion. If urgent, excuse
yourself.
Body Language Basics
Here are the most important points to remember about body language from a trade show perspective:
Acknowledge all visitors.
Shake hands and introduce yourself.
Maintain eye contact with the attendee.
Smile.
Raise your voice appropriately or you might be drowned out by other people near the pavilion
or other sounds of the show.
Present an open posture. Folded arms and crossed legs are a message that you’re not very
open and will keep prospects from approaching your area. To create intimacy and trust, let
your arms hang at your sides and position your feet about six to eight inches apart.
Do have and use some kind of breath freshener.
Talking to Prospects
A good opening line is: “What brings you to the show today?” or “What’s prompted you to stop by our
booth today?”
If you don’t know what to talk about to break the ice, consider what things you have in common:
Ask if the show is meeting their expectations.
Ask how their trip to Atlanta was.
Ask their opinion of the keynote luncheon speeches each day.
Compliment their company.
Try to make a connection.
If you need to “hand off” a visitor to someone else on the pavilion, remember to make introductions
before graciously exiting the conversation.
Please scan all qualified prospects’ badges in one of the scanners.
Thank attendees for spending time at the pavilion when they leave.