Nimlok Tradepoints:
Rank Prospects for Effective Follow-Up

The trade show is over. Now one question remains. How do you manage all the leads your booth staff has generated?

Effective follow-up is the key to getting the most from your trade show experience. For that reason, it should be planned before the show. Take the time to develop an organized, systematic approach to follow up, with a clear procedure to be used for all leads.

One way is to create a ranking system. This allows staff to assign a code to each prospect to determine valuable information. For example, rankings can identify prospects that have an immediate need and those more likely to make a purchase within a month, six months, or a year. This information then lets your salespeople know who they should concentrate on and when!

Be sure to cover the ranking system with your staff at the preshow meeting, and take time to reinforce the information during the show. Make sure that everything is written down for effective follow through.

Written by Susan A. Friedmann, CSP, The Tradeshow Coach, Lake Placid, NY, working with exhibitors and meeting & event planners to improve their event success through coaching, consulting and training.

Website: www.thetradeshowcoach.com