Patience is a Virtue
Here's a term I'm sure you've heard before... "Rome was not built in a day." Well, in many cases your leads may not become customers that quickly either!
Sure, you will leave your show with a "Hot Leads" sheet. Those who need your product or service right NOW, and you definitely want to make them a priority. But make no mistake about it - the other qualified leads you've gathered can be a gold mine if you nurture them right.
It takes time to build relationships and trust is a major factor in who people do business with. So if your trade show prospects aren't in the market for your product or service now, take the effort to cultivate your relationship with them.
How do you do this? You follow up without being overbearing or pushy! A quick phone call or email "just checking in," or maybe you send them some useful information without asking them for a sale!
Let's use a fresh example - Poor Richards was established to provide quality trade show promotional products to Exhibitors, but more importantly to help educate them on how to make their shows more successful!
Every couple weeks you get an email from me with these Trade Show Tips... and what else are we doing besides giving you helpful information? Right, we're reminding you that we're here if you need our services!! No sales pitch, just a reminder that we're here for you.
Truth is, I've had several customers that have taken YEARS to order from me. And when they finally do call, they say, "By the way, I love your tips!"
Remember, it's all about being patient and staying in front of your prospects.
About the Author
These tips are all part of "Poor Richard's Tips to Trade Show Wealth" RJ Williams is owner of Poor Richards Promos.com and Williams Marketing & Sales. With 15 years experience in the trade show promotional products industry, RJ's goal is to help educate business owners and trade show exhibitors on how to maximize their business using reusable/retainable trade show giveaways.
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Trade Show Tips: Patience is a Virtue
