Anyway, you want to offer a free report or book and let them know that since you want to also help them make their roofs last longer (or save $ on maintenance of their roof) (or grow their business, in the case of B2B) you need their contact information to send them further helpful information.

If your business is B2B, you can contact my partner Reggie at reggie@kenvarga.com for more information on how to use my free book.

You are correct that you should always plan, set goals as to what you are attempting to achieve at the show and as noted, secure the information of those who do stop at your booth. One should be careful of using promotional/gimmick attractions to gain that data as it will sometimes over attract, in that you will capture the data of those who like to win a ___ fill in the blank and may or may not be all that interested in what you are selling. For most shows, one can use badge scanners for those who register to attend, but in a Chamber of Commerce show, you must depend on other methods (fill in a request form, pull a business card from the visitor-if they have one, give a small token gift after qualifying the visitor-either to be mailed or presented at the show, etc.). Bottom line you must find a way to find out who came to your show and then as you noted, follow up promptly. A show attendee is usually looking for something specific and they want it NOW!