For many job hunters who attended a recent job fair in New York City, the event was just that -- fair. An estimated 3,000 visitors thronged Madison Square Garden, waiting in long lines and navigating crowded aisles to meet with recruiters, most for only a few minutes.

But the majority wasn't invited to companies for follow-up interviews, causing disappointment and some hard feelings. For instance, only six of about 300 applicants were offered follow-up interviews for the positions -- mostly sales -- available at Ricoh Business Systems Inc. in Fairfield, N.J. JoAnn DeMaio, the company's corporate recruiting manager, says these candidates received invitations because they demonstrated a basic understanding of the office-products manufacturer and showed sincere interest in landing a job there. Plus, they behaved and dressed professionally and had some sales experience, she adds.

Job fairs have gotten a bad rap from job seekers, who think recruiters who attend them aren't serious about finding applicants. Moreover, they believe the odds of being selected for second interviews are poor given all the other job hunters present. The Madison Square Garden event was typical. It was so densely packed that it was tough to get interviews. The bitterly cold weather made matters worse. The outside doors to the lobby were open, and candidates who arrived early shivered in long lines for more than an hour before they could enter the enclosed arena.

Recruiters dispute job hunters' complaints about fairs and say that candidates who don't succeed in interesting them typically haven't prepared well enough. "Candidates shouldn't be asking me questions," says Brendan Naughton, a sales manager with New York Life Insurance Co. in New York City. With about 30 seconds to spare for each candidate, Mr. Naughton says he wants to hear only "a quick summary of your qualifications and why I should hire you."

Mr. Naughton and other recruiters believe that well-prepared candidates who make a positive impression stand a good chance of being recommended for available openings. They offer these tips to help make your job-fair experience worth braving the crowds:

1. Research employers. Find out which employers are expected to attend and which ones you would like to see. A list of employers is generally printed on a fair's ads, brochures or Web site. Learn as much as possible about these companies ahead of time. Recruiters are more likely to grant follow-up interviews to job seekers who show they know relevant information about their company and the positions being offered.
   
2. Come with an open mind. In an uncertain economy, some companies may be forced to cancel their visits at the last minute. If so, check in with any that still interest you and look for other ways to contact those that fail to show. About half the organizations that planned to attend the Madison Square Garden event didn't arrive. Those that did were mostly financial and insurance companies, with openings primarily for experienced sales and financial-services professionals.

This was fine with Sonja Bedon, who has been searching for a job as a senior financial analyst or accountant since moving to New York from Washington, D.C. in 2002. "I didn't get any interviews but was able to do some networking and look into volunteer opportunities," she says.

3. Practice your presentation. You won't make a good impression if your communication skills are rusty or weak, says Ms. DeMaio. "If someone can't present themselves well to me, how are they going to do that for our Fortune 500 clients?" she asks. Before the event, rehearse a 30-second speech that summarizes what you know about an employer and why you're qualified for an opening there, recommends Ms. DeMaio. Practice speaking clearly while you're smiling and deliver your presentation the same way.

John Milas credits his positive attitude and presentation skills for helping him land a second interview at the New York job fair. Previously a property manager with a real-estate firm in Southern California, Mr. Milas recently moved to New York. He arrived late to the event, which helped since many other visitors were leaving. "I wore a smile on my face, looked the recruiters straight in the eye and gave them each a firm handshake," says the 41-year-old. "I tried to establish something we could talk about and, if possible, make the recruiters laugh a little." Representatives with SnowBird, a refreshment-service company in Jersey City, N.J., were so impressed that they asked him to interview at company headquarters for a sales position.

4. Dress professionally. Some candidates think they don't need to dress in office attire for job fairs. This isn't true. Recruiters expect men to wear professional apparel, such as a suit or dress slacks with a button-down shirt. Women also should don a suit but can substitute slacks for a skirt or can wear a dress and jacket.

But job hunters at Madison Square Garden were thrown a curve because they couldn't check their coats. Most wore their winter jackets over their business attire even when talking to recruiters. "Many people dress in nice suits, but you can hardly tell because they have on casual jackets," says Martin Murphy, Northeast regional sales recruiter in Parsippany, N.J., for T-Mobile USA Inc., a telecommunications company. He pointed out a man wearing a coat with a large Giants logo on the back. "When you're making an initial contact, you want to put your best foot forward," says Mr. Murphy.

If you're in a similar situation, carry your coat on your arm or set it down nearby when meeting recruiters, he recommends. However, a better alternative would be to invest in a coat that complements the professional attire you're wearing underneath.

5. Don't assume job-fair meetings aren't formal interviews. Your candidacy may be jeopardized if you ask questions that aren't appropriate for an initial conversation with a recruiter. For instance, don't ask how much a job pays or what benefits the company offers. "That's just rude and unprofessional," says Mr. Naughton. "Use the same judgment as you would for any other type of professional interview."
   
6. Keep your hands dry and clean. A clammy, sweaty hand is a definite turnoff for recruiters. Be sure yours is clean and dry before shaking hands, says Tiffany Cota, a recruiter with Shore Road Financial Group, an agency of the Metropolitan Life Insurance Co., in New York City. Carry a handkerchief if necessary. "Nobody wants to touch a sweaty hand," says Ms. Cota.

Be patient with recruiters you meet at job fairs and keep your expectations low. They typically talk to hundreds of job seekers during such events and may be able to spare you only a few minutes no matter how well qualified you are. Since you'll only meet with a few recruiters, at best, you'll remember them better than they'll recall you. "I get 60 to 70 calls from people the following week asking me if I remember them and where they stand in the interviewing process," says Kelly Rescer, field recruiter at U-Store-It, a storage company based in Cleveland. "I tell them that I'm going through piles of resumes and if I'm interested, I'll call them."