Your prospect attends an important trade show and returns to a busy life. Inside their bag of goodies are all the trinkets and collected purchase information. After distributing the trinkets to family members, the information joins the busy desk pile. As life takes hold of time and priorities the information bag sinks colder and deeper into the desk. Does this sound familiar?
The Ugly Factors of Missed Opportunities
The Ugly Factors of Missed Opportunities
If you are in sales, there are some ugly statistics that should alarm you. Research indicates that 90% of trade show attendee’s use exhibitions as their top resource for purchase information. After attending an exhibition or trade show prospects are ripe for follow up. Unfortunately, only about 80% of the companies will follow up on these prospects. If no follow up takes place, the opportunities grow colder each day. Research also indicates that almost 50% of these prospects could be closed on just one call. Plus almost 60% of these prospects will make a purchase within 12 months.
Cleaning Day Wipes Out Opportunities
Cleaning Day Wipes Out Opportunities
If a business or salesperson doesn’t have a sales follow-up plan on exhibition opportunities, the expensive business opportunities will be lost to someone else. The prospects pile of information will someday reach a point where it is shoved into a trash bin because the information is too stale. This is a terrible waste of time and effort for everyone.
Top Sales Priorities
Top Sales Priorities
The top priority of a salesperson returning from a trade show should be responding to prospects. The simple action of a sales call and letter makes a huge difference. If the prospect says no, don’t leave it at that because the prospect will probably make a decision in the next twelve months. Establish and execute a follow up plan to stay in touch and you will reap the benefits.
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By Steve Martinez
Steve Martinez implements sales management strategies with a focus on automating sales for printing organizations. Selling Magic teaches businesses how to automate and customize ACT or Outlook with the best practices of sales management while integrating email marketing and technology for greater profits. http://www.sellingmagic.com
Steve Martinez implements sales management strategies with a focus on automating sales for printing organizations. Selling Magic teaches businesses how to automate and customize ACT or Outlook with the best practices of sales management while integrating email marketing and technology for greater profits. http://www.sellingmagic.com
