The real goal at the stand is to have good conversations with visitors, which then benefit both parties. How to manage one of these conversations is a question of experience and people skills. A useful tool is the rule of 3:

• 3 seconds: After the initial greeting, give the visitor three seconds to get their bearings. He or she has a lot of new visual stimuli to take in and needs a moment to set them aside, and be able to fully concentrate on the conversation.
   
• 3 questions: Ask at least three open questions before starting your pitch on products, services or solutions. Keep it concise and make sure to follow up with three more questions.
   
• 3 minutes: Each phase in which you are doing the talking should last maximum three minutes.  Use this time to model content around the answers you got and incorporate your company’s best assets.