Therefore, this isn't the time for small talk. Talk to as many people as possible and attempt to initially qualify them. If they qualify, probe further to determine if your ideal prospect profile is achieved. Your team must be engaging and greet every possible visitor. Don't have too much collateral on hand.
Some companies bring all their sales collateral to their booths.
Then, when a prospect expresses interest, it's given to him. For qualified prospects, make sure you get their contact information, whether it's scanned in, on a qualification form or on a business card. Follow up quickly. If you process the leads from your trade show each day, you can send each prospect a fulfillment kit that will be on his desk when he returns from the show. Several days later, follow up with a telephone call to make sure he received it and begin to nurture him through the sales cycle.