Nimlok Tradepoints:
Tracking Your Leads

All the lead information you gather at the show must be entered into a contact management database. In addition to each prospect's basic information, track all the additional detailed information gathered on the lead card and record which sales representative was assigned the lead.

Encourage your salespeople to take proper notes at the show so that information visitors are interested in is properly conveyed to the representative following up on the lead. Make sure that your salespeople are not going through the same information given at the show when they meet with the prospect after the show. If this happens, it definitely shows a lack of communication and organization, which sends negative messages to the prospect about doing business with your company.

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