July 7, 2008 In custom exhibit design By rmyers
Develop a Clear Follow-Up Strategy
3 Post-show activities that will increase your tradeshow ROI:
- Create effective follow-up. Effective follow-up is too valuable of a tool to misuse, and for that reason it should be well thought-out far in advance. It is to your advantage to develop an organized, systematic approach to follow up. Based on your ranking system, develop a follow-up procedure for all your show leads. A ranking system will allow sales staff to assign a code to each prospect to determine readiness levels and interest levels of all booth visitors. For example: 1= immediate need, 2= need within the next 6 months, 3= partial interest, 4= not interested.
- Decide how you will follow-up based on your ranking system. Whatever system you use, it′s critical that some kind of follow up is done in a timely manner (within three to five days after the show). Remember, if you don′t follow up, chances are that your competitors will!
- Utilize different methods of follow-up. Send out emails, video emails, regular mail, or make the phone calls to follow up on the contacts and leads you made during the trade show within three to five days. The faster you send them out, the more your business will stand out from the rest.
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