Referrals help your business to grow and prosper. It maintains a good customer base and means your product comes recommended.

Referrals mean repeat business, better customer relations and increased sales and what better place to get referrals than at a trade show. You have a venue full of potential referrals which could lead to increased trade show booth traffic.

The simple rule is, if you don’t bother to ask, you will never get it. The worst that can happen is someone says no. Your booth staff should be well trained in advance of the trade show to get referrals. If you build up a rapport with a visitor to your booth and everything has worked out well – ask for a referral. They will find it difficult to turn down, particularly if they already like your product or service.

Make sure you provide excellent consistent service. A referral means that the person is willing to promote your product with his name. People need incentives to provide referrals so motivation plays an important part. When they attend your booth at the trade show offer them something in return for a referral; maybe a discount on a future purchase or let them know the more referrals they give the greater the discount. Best not to offer any form of cash reward though – it could be taken as a bribe.

Look for other companies at the trade show that you could work with, yet are not in competition. Offer to refer attendees from your booth to their booth and in return they do the same.

Sending your staff out networking during a trade fair can get results. Ensure they take business cards and giveaways. Get your staff to swap business card. Each card they get may end up being a referral.

Always ask new visitors for a referral. Every person you meet at a trade could be a referral. Don’t miss the opportunity.