The Trade Show Lead Sheet

We, as business owners, can address a major complaint by most sales reps concerning incomplete contact information. Try developing a lead sheet that includes spaces for all the specific information you’d need to gather on a prospect. Further, try making them small enough to keep on your person.

One critical piece of information to add to a lead sheet is a priority code or assessment. Similar to the movie rating system, try coming up with a simple 3-to-5 level rating system to assess how "hot" mature this lead might be. It’s most important to make sure your booth staffers understand and use this rating system when they talk with show attendees.

For those of you who have moved past this system to a computerized model then pay close attention. If you rent one of the electronic lead-collection systems that gather information from the attendee's swiped nametag, definitely pay the additional costs to customize the data.

As these systems are different, study the literature well, and make sure you can record as much specific information as possible. If customization isn’t possible, it might not make sense to rent one at all and simply use a lead sheet as identified earlier.

Follow-Up Flow ChartsAs is the case with any leads in sales, hot prospects grow cold swiftly if not actly upon with haste. Therefore, it is incumbent on you to move quickly with a lead follow-up process. Make sure you have a plan in place for the follow-up. What does this mean?

· Sending fulfillment packages out within five days after your show
· Allowing two to five days for lead qualification
· Allowing no more than two weeks to pass before phone contact is made reps

For the remainder of that listing, please read our author’s article because you can’t afford to miss this nuggets.

A Smash Hit Displays believes in the little things because these often progress into the larger things that make or break your show experience. For the seasoned sales veteran, there can never be too much preparation when it comes to potential customers. Acting swiftly and with a purpose will close more of those potential leads than simply flying by the seat of one’s pants. Pay attention to the tips offered previously and you will succeed in spades after your next show.