Are You Nurturing Your Leads? - TSI9.10

Only one out of 50 sales deals happen following the first meeting with a prospect, and 80 percent of deals come on the fifth contact or later, according to various sales studies. Yet it seems many trade show exhibitors give up after making only one contact following a show … if that. I doubt any exhibitor sets out to ignore the leads they’ve worked so hard to gather. Using a strategic follow-up campaign is crucial, yet few exhibitors have any type of campaign in place prior to going to a show so that it’s a plug-and-play process afterwards. The hottest