I just wrapped up a beautiful bridal show with happy vendors and lots of ecstatic brides chasing the dream of a perfect wedding. Unfortunately, not everyone experiences good ROI at a trade show.

I have done it all with shows — as a vendor for my photography business and as a newspaper promoter and employee. I've also sold booths and sponsorship opportunities. I remember not being too hot at the trade show game, but I kept changing and growing. Now trade shows provide me with a wealth of engaged customers. These people pay to get in and are actively involved in looking for vendors.

Whether it's a bridal show or any other trade show, your demographic walks right up to your booth and wants to be there. How do we make it a great experience for you and them? Here are a few suggestions after almost 20 years in the business.

1. Arrive very early

Pack your car or van the night before. Dress comfortably and bring nice clothes with you. (Pretty amusing to see the wedding coordinator teetering around on 10-inch heels with a 20-pound decorative flower pot.) Bring clothes to change into later along with a towel if you tend to get sweaty.

Be one of the first to get there and find out where to unload. Get your spot and find out where to register. Go in and scope it out, check in and make sure your spot is what you paid for and expected, then go unload.

You should have plenty of time.I allow three hours from start to finish, sometimes with my hair still in rollers so I can go and fix myself up while other vendors are frantically still setting up — been there done that. You can breeze through your setup when you come prepared and have plenty of time. It's bad form to still be scrambling around while your guests are starting to arrive.

2. Make a list and check it twice

Make a detailed list of everything you will need. Plenty of printed materials for handouts, pens, business cards, whatever your business needs to shine.

Custom-made bags are super cool as girls will be walking around the trade show holding your bag with your logo on it. People love pens and shopping bags so have plenty of them.

3. Have a free drawing for something great

Don't be stingy and give something wonderful. Have a bowl on your table and forms for her to fill out. Make sure your form is detailed and captures her email and phone. Our entry forms have small clipboards (about 10) with pens attached so they have something to write on and a pen.

Ask her on the form if she would like to get special offers from your business. If she says no, I throw them away (after the free drawing). She is not engaged enough for me to waste my time or hers. This way you can contact the superengaged ones you have chatted with and know they want your service.

I put smiles on the back of the forms of girls I really thought would be great to work with. Contact these by text the day after the show, asking gently if they have time to meet to discuss their needs and dreams about the big day (or whatever the need is). If you work the leads before everyone else does, you have a better chance of capturing her attention.

Hand out cards with your Facebook URL on them and have entrants "like" your page to see who wins the drawing. This drives traffic to your Facebook page and gives away something cool. Send a text out for all to like your page, and they get an offer that expires soon. Keep the excitement and momentum up that the show provided.

4. What's that smell?

It's interesting how smells can attract or repel. We make sure to bring a Costco-sized bowl of those soft mints. They dissolve quickly (not like chewing gum) and make your breath smell nice as well. You always want to have great breath when you are talking to people.

I also make sure to not wear any cologne or anything overpowering as some people are allergic to certain perfumes. A name tag is helpful along with a neat, professional appearance. I also keep a bottle of hand sanitizer around as well.

Another great thing I saw was a vendor brought a cookie cooker (small oven) and was baking chocolate chip cookies and handing out small bottles of milk. His booth was overrun with people constantly. Great smells like cookies baking and vanilla smells make people feel good and more trusting. I really want to try that at our next show.

5. Don't crash the party

Finally, don't sneak around and hand out your business cards. It's bad idea, yet every year we have to excuse someone for this behavior. Totally unfair for the other vendors who have paid to be there, and makes you look low class. Enough said.

There is so much more we could discuss, like booth appearance, trends, etc., but we could go on forever. What are your thoughts?