By TED KNUTSON

Promoting yourself at trade shows, conventions and conferences can be a godsend for a job hunter, says a Chicago-based career consultant.

Mel Schnapper, a former corporate, director of development and training for G. D. Searle & Co. and Quaker Oats Co., says at a major industry show you can meet 40 to 50 people in one day who could help you find a good job where you want to live. Outside of attending a large meeting, you'd be lucky to accomplish the same feat in a month, says the expert.

It can even be cost-effective for an unemployed executive who wants to remain in Chicago to go to a trade show in Hawaii, since many corporate decision makers don't go to their local trade or professional association meetings, according to Mr. Schnapper.

He believes that attending meetings is key to networking. Studies have shown that personal referrals generate 80% of all successful job leads.

Ideally, you should start preparing your job hunt at a show at least three months before the event. This allows time to become involved with the organization that is sponsoring the event.

Volunteer to be a host at one of the organization's hospitality suites, says Mr. Schnapper, to give yourself the opportunity to meet a couple of hundred people you might not have met otherwise.

An alternative, he suggests, is to offer to drive a speaker to or from an airport so you can have time alone with one of the most knowledgeable and best-connected persons in your industry.

This advice is part of a larger strategy of urging job- hunters to take leadership roles in the local chapters of their trade and professional associations . Doing so can provide "an incredible amount of visibility for a limited amount of effort," says Mr. Schnapper.

When you arrive at a conference, he recommends going to the seminars related to topics you know most about.

Standing at the back of the seminar rooms will allow you to shake hands with potential contacts before and after - the speech.

Most importantly, raise your hand to ask a question when the speech is finished.

"Mention some point the speaker said and point to an accomplishment of yours that's related. It doesn't matter whether you praise or attack the speaker because some people will come up to you afterwards to say they agree with what you said," says Mr. Schnapper.

At organized breakfasts, luncheons and dinners, he urges the job hunter to avoid sitting with friends (who already know you're looking for work) and head for the table with the oldest looking mates because they're likely to be the highest-ranking executives at the meeting.

Instead of sitting down and shaking hands with the person on your left and the person on your -right, Mr. Schnapper suggests making your introductions standing up by first greeting the individual directly to your left and offering your right hand around the table.

"Then you can easily dominate the whole table with talk of your job hunting and how they can help," Mr. Schnapper says.

When you arrive at a convention be sure to have a ton of resumes and business cards on you, says Mr. Schnapper.

For the unemployed, a business card should have your name, address and telephone number.

The best time to take your job hunt to a trade show floor is during the slowest periods.

Don't start a conversation at a booth by saying you're a job hunter, warns Mr. Schnapper. Instead, begin by mentioning something about the company, the industry or the booth itself.

"Hold back on the 'can you help me get a job question initially," says Mr. Schnapper. "It can set, up resistance."

Soon after the conversation starts, the employee at the booth will ask who you represent. Then, you can say you're looking for a job.

If the conversation is going well and the person you're speaking with isn't burdened with booth business, ask him to review your resume there.

If the booth is getting busy, say you will send your resume to the person after the show and that a call will follow.

In any case, Mr. Schnapper says to ask for their business cards and to hand out your own.

At a hospitality suite or other social setting, Mr. Schnapper says it's unnecessary to beat-around-the bush that you are job hunting because your identification badge will be one of the few that doesn't have a company name on it.

Job hunting at a meeting is a 6:30 a.m. to midnight job, says Mr. Schnapper. "Work every meal hour and stay at the main hotel until the wee hours. There's always one more person walking around."

And make sure you follow up any contacts, Mr. Schnapper says.

Most of what you will gain at trade show aren't on-the-spot interviews, but referrals that can lead to interviews. Also, if you already have a job and you were using the trade show as an opportunity to find something better, it can be to easy to become complacent after the hoopla of the event ends.

On your first day back from a show, write letters to people you met. Lead off by recalling something that was said in your conversation, then list and "bullet" your accomplishments that are relevant to the company you're interested in.

Call the people you gave your resume to a week after the show and ask if they've read it. Chances are they haven't. Reiterate your strengths and ask who they know that would hire people like yourself.

The best place to find out about upcoming trade shows and conventions in your industry are professional associations and trade journals.

If you don't know the local contact for the professional group of interest to you, call up their national headquarters. The phone numbers can be found in "The Encyclopedia of Associations," which is available in many libraries.

Mel Schnapper, Ph.D. President MEL SCHNAPPER ASSOC 2411 West Fitch Avenue Chicago, IL 60645 773-973-0791