Key To Trade Shows Is Followup
Rhonda Abrams at Gannett News Service:
I just returned from the biggest trade show of the year at which my company exhibits. It was a great show, but we now have very tired feet and a huge collection of business cards from people we met.
Now the work really starts.
According to trade show industry resources, up to 80 percent of trade show leads aren’t followed up. That’s a huge waste.
- Organize leads while still at the trade show.
- Start tracking contacts and leads as you get them.
- Start the follow-up process as soon as you get back to the office.
- Have a follow-up “summit” in your office to review leads.
- Make the first follow-up.
- Do what you’ve promised – immediately.
- Add all your new leads and contacts to your company’s mailing list and contact management system.
- Follow up again.
Trade shows take work – before, during and especially after the show. You’ll got to turn that pile of business cards into gold.
Photo by stu360.
PassionateMarketer on June 11th, 2007 1:52 pm
Hi Dane,
intersting to see this post here. Trade shows are one chance to generate leads and many people make mistakes here.
I have written an article on my blog about the 25 most common sales mistakes, check it out someday.
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