FOLLOW UP LEADS
1. HAVE A PLAN
Have a think before the show on how you can capture sales from people who aren't ready to commit on the spot. This way, you can prepare to have everything you need on hand, such as coupons or brochures.
2. FULFILL YOUR COMMITMENTS
Told a customer you would call on Wednesday? Put a note in your calendar or a reminder on your phone - and do it! Broken promises reflect badly on your business and customers will look elsewhere.
3. REACH OUT TO YOUR MAILING LIST
If you've gathered emails for your mailing list while at the show, take a minute to send a quick thank-you email to say you were glad to meet them. You can include an exclusive special or offer, or a call to action.
And importantly, you have now given your contact details in case they can't quite remember who you were - don't forget that show visitors have been introduced to a lot of businesses at once. Including a photo of your stand crowded with eager prospects can remind them of who you were amongst the hundreds they saw at the show.
4. ASSIGN LEADS
Ensure somebody in your team has responsibility for contacting leads generated at the show, and nurturing these relationships. If it's a job simply dumped in the communal 'to do' basket, it's no longer a personal service and may get lost in your day-to-day business.
4 ESSENTIAL TIPS TO FOLLOW UP LEADS GENERATED AT AN EXHIBITION
Once during a show, we congratulated an exhibitor on the number of people we saw leaving with her products. "Oh!" she said, "That's barely a third of it. I'm spending the next week visiting people I met today and doing quotes!"
Your presence at the show can extend well beyond the times that the exhibition doors are open - take full advantage of this and efficiently follow up leads to generate more business.