A: In order to insure that a "follow-up" can be made on a visitor to a recent show, the best suggestion is to get that visitor's vital information, basically a name, address, and a phone number. There are several ways this can be done. Often, exhibitors place guest books in the booths for people to sign. Other exhibitors choose to carry out drawings for prizes. Some simply ask for the information for a follow up call.

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1) Come up with specific goals for the show.

This could be a certain number of leads or a dollar amount in sales. A goal could be to hand out a certain number of fliers or have so many people enter your raffle. Be specific, it will help you with number 2.

2) Devise a show marketing program.

You are a pitchman at the show. Come up with a pitch that will help you reach the goals you came up with in part one. This could be a "crazy" show-only offer. If you are a tile company, maybe you could give people a small sample of tile they can take home. That way they can get an idea of what new tile will look like in their home.

You can offer little recyclable shopping bags with your company logo on them. Or maybe you can have a coupon on your Facebook page that people can print out and bring to the show for a discount.

3) Develop follow up material, ahead of time.

You can pre-print thank you cards that include a call to action. Maybe you could extend your "show-only" special for them.

4) Think about having a small meeting area in your booth.

It could be just two chairs and a small table. Let them sit down to discuss things with you. Refreshments don't hurt either. Letting people get comfortable during a bustling show where most people are standing can help them feel like you are providing personal service and can help them become customers.

Of course this means that you will have to have your booth properly staffed.

Just showing up at the show and telling people about your business is a start. Plan ahead and achieve success!