Managing Leads: Enter Information Properly and Take Notes

All the lead information you gather in your trade show exhibit 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 in the trade show booth 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.