* Window shoppers -- Use a casual, conversational approach.

* Curious, "toe-dippers" -- Answer questions with explanations and demonstrations.

* Highly interested "bull-in-the-china-shop" types -- Give detailed information and ask for the business. Increasing numbers of home-based entrepreneurs recognize that trade shows offer one of the most cost-effective, immediate-response methods for marketing and sales. For Rs 20,000 upwards, they offer the ability to show and sell pre-qualified prospects products and services -- all from the friendly confines of a 10-by-10-foot cubicle.

Other ways to maximize awareness of your participation in upcoming shows might include sending postcards or self-mailers with a "quick read" message inviting prospects to your booth. Mail them two weeks before the show, and follow up withphone calls setting up appointments and inquiring about what they want to see. Pre-show messages can also offer a "show discount," announcement of a new product, demonstration or booth drawing for a major prize. Make sure the prize is either your service or a gift related to your line of work. While some participants attend the shows to sell products others may have different goals. Some use trade shows to make contacts, develop a mailing list, close sales or intensify already-established relationships.

It's also a good opportunity to arrange follow-up meetings with "hot leads," as well as meet new information sources and suppliers. One of the often-overlooked markets at trade shows are other exhibitors, who should be considered prospects as well. The typical trade show booth comes with a skirted table and curtain backdrop. Some businesses take the unimaginative approach and just spread products and literature out on the table. Savvy ones design their booth space as a sales area or use a portable tradeshow booth that allows them to attach enlarged photos, signs and other graphics to attract attention. One of the selling points specialists recommends for would-be trade show participants is to have a unique product or service. An expert advises trade show vendors to "be flexible and adjust to market demands, especially if what you're selling is available everywhere."