Set a clear goal – You have invested a lot of money in this trade show. It is imperative get results. What do you ultimately want to get out of the show? Some common goals are to; build your brand, generate new leads and establish new relationships. If these are your goals, make every contact you have with potenital customers aimed at reaching those goals.

• Give out useful promotional products to build your brand and keep them thinking about you when you get home. Items like pens, key rings, tools, phone wallets
• Have a contest or drawing of some sort of a nice branded premium item to get people to fill out personal details. Ask more than just their name such as would they like more information on specific products or services.
• To establish relationships, ask them open ended questions you want answered and then let them talk. Follow up is very important shortly after the event.

Get out from behind your booth - Don’t create a barrier between you and your potential customer with a long table. Invite people into your booth to engage in conversation with you. Set up multiple stations so several conversations can be happening at a time. Make it comfortable for them. Give people something to look at or sign up for while they wait to talk to you if you are busy with another customer.

Don’t give out a lot of paper - To really make an impact put your presentation, photos and catalogs on a sleek branded usb stick or card. They will keep this and look at it later to review your materials in their time. Email or call them after the show to prompt them to look at the materials or see if they have any questions about them.

Rehearse your pitch – You have a very limited amount of time to get your point across to your potential customer. Rehearse snippets of your most important points and then ask them questions.

Never, ever eat at your booth - Nothing says “you are not important or go away” than eating at your booth. Take a break and always have a smile and be ready to engage when you are at your booth.

Dress the part – Brand your booth with large colourful graphics of what you are trying to sell. Keep to one or 2 ideas. Themes or costumes can be very interesting in getting attention. Luring them in with giveaway or activities to win something is always great. Promotional items such as branded pens, keychains, lollies or a branded bag they can put all their materials in. Don’t forget to brand yourself with a logo t-shirt and or hat, lanyard and name tags.

Have specific jobs for each booth worker - Maybe one person’s job is to lure them in, get them to sign up for something and then they go to the next person for the pitch and to answer questions. This keeps a good flow going through your booth.