Prospecting for sponsors and exhibitors at other trade shows is a sensitive subject to every trade show organizer. The most blatant sales people will actually walk around another tradeshow with exhibitor sales kits in their bag or briefcase. It’s the fastest way to get thrown out of a show and I never do it. It’s also disrespectful to the trade show producer. It’s happened to me and I never hesitate to take their badge and show them the door. I did once have someone ask for permission to talk to people on my floor about their related, but not directly competitive, event. I was so blown away that they took the time to respectfully ask that I actually introduced them to a few of our exhibitors.

I never bring anything more than business cards to another trade show, and even then I don’t hand one out unless someone on the floor asks for it. Primarily because of the paragraph above, but also because people take so much stuff home with them 90% of the time your stuff would end up in the garbage anyway. However, trade shows are great places to do some research because a) they obviously exhibit at trade shows and b) face-to-face is always a great way to make a first impression as opposed to email or cold calling.

Often times I don’t even tell them I have a show - it just doesn’t feel right. They are there to get leads - not pitches from other show producers - I have to respect that. Which is why I like to go on the last day of the show when it is usually light hall traffic.

So what do you think? Most people would agree that handing out full-blown sales kits is a no-no. But what about business cards? What is the proper etiquette?