Let us assume that your company allows you to sell product at a trade show. Should you actually do this or should you focus on showing what your company has to offer and get bookings and recruits instead?
I think the first thing you have to ask yourself is what you are trying to do with your business. Are you comfortable and happy with the amount of bookings you have and just want to get rid of excess inventory? Do you want to increase your monthly sales? Do you want to grow your team bigger? All of the answers to these can help to decide what to do.
Obviously if you are happy with your sales levels and just want to get rid of excess inventory, then you should sell product. You can always take orders and work on getting bookings while you are there. You can put up signs and notices about benefits of hosting a party and why you should join the company.
If you want to increase bookings, then you should set up your table in that method. Bring product to show so people can see what you offer but focus on the benefits of hosting. You could set up an area of the table that shows people what they would get in actual product when they have a party. You can tell someone they get $40 which doesn’t mean much but if you show them what $40 gets them, it has more impact. Put up a sign saying “Get all this for $10 by hosting a party!” and then include the breakdown of hostess credit and half off items.
Just like trying to get bookings, you need to show people the benefits of becoming a consultant with your company. Set up an area to show people what they get with their kit. If they can earn it free, let them know what it takes and how to accomplish it. Explain to them what they can earn. You may want to put signs that say “Want a new car? You can earn a car payment with just X amount of parties a week” or something similar. It needs to catch their attention and draw them in. Be prepared to answer questions about your own experiences.
I find that you concentrate and present yourself differently when you are simply selling product versus trying to get bookings and find recruits. This is why it is important to know what you are trying to accomplish at a trade show.