Following Up with Show Leads

Here’s where the problem arises: the hot leads get all of the attention and in most cases priority on the follow up list. And by priority, we mean that every other lead will fall through the cracks. I’m not saying that you shouldn’t prioritize what you think are the hot leads over the cold leads... but I am saying not to forget about the cold leads. You should follow up with every Show lead because gauging the quality of a lead from only a simple conversation at the show is based on assumption only. And you know what they say happens when you assume Think about it. The people you meet are bombarded with conversations from all of the other exhibitors ALL DAY LONG. They don’t have time for everyone and lack of interest at the event could just be that they’re worn out. Additionally, someone that seems hot might only be entertaining you to get some free swag. Bottom line...don’t assume, follow up with everyone to make sure you’re getting the biggest bang for your buck!