Following up could very well be the most important piece of any trade show event. Very few sales are actually closed on a trade show floor. You will want to add all of your newly acquired prospects into an excel spreadsheet or e-mail marketing program. It’s a good idea to send out a quick email a few days after the show letting your prospects know you enjoyed meeting them at the event along with links for more information about your company. Follow up with strong leads either in person or over the phone, whichever is more appropriate.
If you show initiative and demonstrate your willingness to earn their business you should see very positive results. Remember that it’s not any one piece of the puzzle that creates a successful trade show; rather, it’s the culmination of thoughtfully executed pieces put together that create outstanding results.