Just a little more on the show that I'd like to share from this week. While standing at the end of our booth I was watching the reps from other companies in our section. So many peeps passed their booth and they did not say a word! No greeting, no communication, they waited for someone to speak to them first. Needless to say I'd bet dollars to doughnuts that many warm leads were lost because these reps were never taught the fine art of "hawking" while at a trade show. I was taught many years ago by a dealer owner who wanted orders at the show. That art of hawking is to stand (not sit) and to be at the edge of your booth. Greeting, then the question where they are from (breaks the ice) and then the open ended question of "have you seen" or "do you have". It really does make a difference!