In this economy, are your salespeople having trouble getting exhibitors to commit? To get them off the dime, create a sense of urgency, such as these approaches:
"The $2 per NSF early-bird discount expires on June 30."
"The deadline for being listed in the pre-show promotion mailer is this Friday." Note the same pitch can be used later in the cycle for the Show Directory.
"An excellent location just opened up in the second row back from the main entrance. Would you like me to put a 24-hour hold on it for you?"
"The vendor Keynote panel will be finalized at next Tuesday's conference committee meeting. Would you like your CEO included?"
"The deadline for the 10% discount on pre-show orders is May 1."
And finally, never halt the selling process. Some shows are still taking new exhibitors on the loading dock.