Trade Show Tip #3: Jolt 'em and bolt 'em
When organizing your trade show product presentation, remember that the human attention span is only seven minutes long, and attention can fade after just a few seconds. What can you do about this? One of my favorite techniques is to interrupt your own presentation every two minutes or so with a question and a prize giveaway.
Gimmicky? Yes. Effective? Yes, and I'll tell you why.
Pausing in the flow of your presentation to ask a question and give out a prize isn't just about giving away plastic schwag that makes your prospects feel special; that's just a side benefit. The real benefit is related to learning styles: most people will remember something that they've said more accurately than something you've said.
Asking a question gets your audience involved. It allows interaction to spur the memory of you and your product message. It jolts them out of the passive acts of sitting and listening (and making a mental grocery list) and forces them to think and answer actively.
And there is a second bonus as well, even for those who don't jump in to answer the question: interrupting the flow of the presentation jolts ALL your listeners into an active learning space. They will pay more attention to and put more weight on what you say in the fifteen seconds following the interruption, so put your most important message immediately after your prize giveaway to bolt it into your audience's memory.