Four steps to generating maximum business

John Blaskey of AEO exhibitor trainers Pinewood Consulting teaches that, for most trade shows, the goal is the appointment.

Here's his system.

Stop people in their tracks. Use colour, motion, sound, bold graphics and benefit statements.
Politely filter out the wrong people. Ask a few qualifying questions ('Do you buy light bulbs for your company?') and if they're not prospects, move on ('Then I won't waste your time. Have a great show!').
Get straight to the benefits. Run a short demonstration. Put your best case forward. And go for the close.
Once they've agreed to meet, pass them to someone who can set up the appointment (so as not to waste the salesperson's time). If you can't get the meeting, get their details for follow-up.

(cited from Association of Exhibition Organisers – UK)