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Trade Show Leads - How to Follow Up & Stay Organized



What do you do with all your new trade show leads and contacts?

Well, I just returned from one of the biggest trade shows of the year and I'm exhausted! It was a great show, but now the work really starts...the follow up.





It's tempting to just come home and collapse, but the real value of being at a trade show — why it's worth your money — comes when you follow up on the leads and contacts you make.
According to trade show industry resources, up to 80% of trade show leads aren't followed up. What a huge waste!
Here's a follow-up system to help you get the most out of the trade show:

  • Organize your leads while walking around the trade show. Make comments on the reverse side of the card to remind you why that contact is important.
  • Track your contacts as you get them. Bring a notebook, stapler, and pens. Staple the business cards into the notebook as you meet contacts. Make notes about who they are and why you should follow up.
  • Start the follow-up process as soon as you get back to the office. Don't lose the momentum you've created. This might be just what you needed to re-energized your business. If you wait more than 48 hours to start following up theres a good chance you'll never do it.
  • Create enough time for the call and work out what you're going to say.
  • Do what you've promised — immediately. For example, if you promised to send a catalog or sample, or get them some prices or a proposal, do it right away.
  • Add all your new leads and contacts to your company's mailing list. They may have a need for your products or services later on and they will need your contact information in front of them.
  • Follow up with your new leads and contacts more than once. Everyone gets busy. Don't be discouraged.


Trade shows are one of the most effective forms of sales leads generation. It's also one of the most efficient ways for entrepreneurs to build their businesses. But it takes a lot of work to follow up after the show. Stick with it and you can turn that pile of business cards into a successful and prosperous business.

For help finding a trade show, check out www.tsnn.com, for a list of some bigger shows.







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