Some exhibitors have a hard time understanding that every trade show visitor is not a good lead. There are three types of prospects and treating each one correctly can save you and them time. Ready-to-buy or order now – this is why you are at the show exhibiting – these are your primo people. More information please – don’t just hand them your literature – convert them right there – spend a little extra time with them. Uninterested – just want your promo – well that brings up the whole business of handing out thousands of dollars in promotions. Make them earn it – try to avoid this situation.