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Some are extremely effective, some are a waste. What type of product or booth do you have, what type of show is it, and where is it being held? I can perhaps offer a better idea of what to expect and how to get the most out of it with that info. Thanks.

I sell Halloween products, and it is a Halloween trade show set in Columbus, OH. I am renting a 10x10 booth. I don't have a lot in my budget for an extravagant display booth. But I do have an idea of how I will set up on a shoe string budget.

Frazzle,

I have found Trade Shows to be highly effective for some people and no gain at all for others.

Some of the things that I see as necessary to make a trade show effective ISN"T how expensive and elaborate the display.

Do attend an appropriate trade show for your product.

Do have a sign with your company name and if your company name does not immediately let the attendee know what type of business you are in, have another sign that large enough and visible from a few feet away as to what you do. For example: Your company name is Sanders Institute. That is great. What does it do. Have another sign that says what you do in every day english not in the jargon of your industry and from a WIIFM (what;s in it for me) format. Say it is Sales Training, don't say that, instead say something like the benefit to the customer "Average Increase for your Sales Force of 50%" . Of course make sure it is a true statement.

Have plenty of brochure on hand but not all out at once. Anything scarce is valuable. If you have tons of them sitting all over or you hand them to everyone, they will most likely end up in the trash and on the floor.

Be up and active. I've been to many trade shows where the people are just sitting back behind the table talking to each other waiting for people to walk up to them. Be up, make eye contact, look happy.

Absolutely have a drawing, even if it is just blank paper and you ask them to write their name, address, email and phone number. BUT make sure the drawing is for something your provide so that you actually are getting leads not just people who want something for free. And make sure the gift is valuable and not just something you do all the time, like a free consultation if you always do that.

Also, have, in addition to the drawing, a sign up form for people who want more information via phone and email. Many people may be interested but don't want a long sales pitch right now.

Dress, talk and act professional for your industry.

And as a final note. I have had businesses myself and have consulted businesses, that our entire basis of new clients was only 2 trade shows a year. So, follow up on the drawing names and sign ups, immediately after the show and then every few months and if they are not interested, get their permission to check back with them in a few months again.

Good Luck.

Thanks for all the advice. The trade show I'm doing is Midwest Haunters Convention. It's not as big as the Halloween Costume Party trade show mentioned, but for the line of products I sell it is an ideal venue. I've been doing a lot of research about trade shows, and many of the websites I've been to echo many of the points made here; don't sit or wait for people to come to you, smile and be friendly, etc.. The drawing/contest I'm really keen on doing, if for no other reason than to generate leads. One of the websites I was at suggested even to have multiple smaller drawings throughout the day rather than one big drawing because this will keep people coming back to your booth to see if they'd won.
I've spoken to a few vendors that have worked this trade show and they insist it's better to have at least a few items for cash and carry. They even recommend buying shopping bags with my company name on them, that way when people are walking around the rest of the convention they are advertising my business.

Trade Shows Are Effective. This is my second answer. Long ago in my prior life I was an Accountant.
One of my clients rented out a convention center and did a annual trade show for a specific industry.
I had a booth at the trade show and since I was the only accountant there, I picked up a large number
of small businesses. Mostly year end tax returns, BUT small businesses grow.
Overall it was a good experience. Met interesting people and picked up business.
So yes trade shows are effective, LUCKIEST

Sales tips for a successful trade show.

Know the customers
Learn the customers decision making process.
Build relationships with the customer .
Focus on the customers business needs.
Show how your product or service meets customers needs.
LUCKIEST

puzzleman,

No need to apologize for the lengthy reply. I'd rather be given an informative answer instead of a simple..."yes, trade shows work". Thanks for the insight. I still may hold a drawing, but I do realize that it doesn't promise sales. I'm sure people will enter not because they want to buy my product, but rather they want something for free. And yes, I plan to follow up, follow up, follow up.