Managing Leads: Send Information and Thank You Notes ASAP

To process show requests speedily, that is, within 24 hours, you need a system in place before heading off for the show. At the end of each show day, either email or fax your leads to your inquiry handlers who should be ready to roll with requests for literature, samples, etc. The quicker you respond, the more you separate yourselves from the competition as well as make a favorable impression. The trade show booth is where the connection starts, you must follow up with that customer right away to sell them on the product or service.

Send your visitors an email thanking them for the time they spent at your trade show booth, and let them know that the information they requested is on its way. Mark your package with a neon-colored label that says "Information You Requested at the All Products Expo." It's more likely to wind up in the right hands rather than in the trash. Make certain you include all necessary "where-to-buy" details, including the names, addresses, phone and fax numbers and email addresses of your sales offices, dealers or distributors.