7 Rules for Selling at Trade Shows

• RULE #1: Avoid Being Blackmailed. Trade show organizers often try to sell pricey booth space by raising the specter that your customers will think you’re going out of business if you don’t show up. Ignore them and decide to attend only if you think it’s useful or cost-effective. If you’re worried about customers thinking you’re in trouble, rent a suite in a nearby hotel, and hold a big party. It will cost about 1/10th as much and have more impact anyway.
  
  
• RULE #2: Ignore Marketing’s “We Gotta Be There.” Marketeers love ALL trade show because they can run up the expense account and network (i.e. job seek and/or sleep with) with other marketeers. Nothing wrong with that, but it might not be the best way to spend your marketing dollars. Continue reading from BNET