The first answer, no matter how small your exhibit – at least two people. Two knowledgable people – that is the key. If you do not have two people to speak towards your product or service – you might as well not go to the trade show. When an attendee approaches the exhibit and has questions and wants answers – believe me they are not going to wait around or better yet come back to your space. You must strike while the iron is hot. As I always tell everyone, you spent the money – now go the distance.

Here are a few more thoughts to keep in mind. Wear comfortable shoes. Stand, don’t sit. Smile at everyone. If you have a table, put it on the side or near the back. Don’t block the entrance to your space. Bring food and a bottle of water for the day. Don’t eat in the booth. Don’t leave the booth unattended. It is inevitable if no one is there, your biggest potential customer will stop by, and then go to your competitor. Walk the aisles and check out the competition – in the morning before the show opens.

Greet everyone, but then determine if they are a potential customer. If not, thank them, give them some literature if they want it, and then move on. Practice good personal hygiene. Dress good, smell good, look good. If the person you are talking to is a good prospect, give them your literature but plan on it getting lost. Get their contact info and follow-up after the show. It is always about the follow-up.