Similarly, prospects assuming this stance may be skeptical, even hostile. Disarm them with neutral comments and warmth. If a buyer wants to write an order on the spot, go for it. Otherwise, state the benefits of your product and arrange a follow-up meeting. Then let the buyer make the rounds while you engage other prospects you might otherwise miss.
Trade shows have deadlines for submitting company info.
Prepare a formal show plan. The most important work is done before and after the show, in the planning and follow-up stages. Go in with measurable objectives so you will have a way to determine whether you met your goals. If you have a website, make sure that you publicize your appearance there too. Some people use the Internet to save them time at trade shows by pre-screening businesses.