What came across loud and clear at the workshop was the need to make sure that the ‘lead’ forms you use on the stand really work for you post-show.
By that I mean adapting your existing forms you use to capture lead/client information to include such things as proficiency of the English language or something which made them stand out and any special considerations.
After all, it may not be you following up the lead and if they struggle with English, you may need to employ the services of an interpreter.
They may have seen 10’s if not 100’s of exhibitors like you and so what can instantly refresh their minds and allow you to engage within those vital few seconds of follow up?
Going that bit extra to make the form work for you, could make the difference in sealing the deal on the follow up.
Written by Darren Elliott