Last Things, First

I'm at the AAPEX/SEMA/NACE trade shows in Las Vegas this week.
Every year while I’m away at Industry Week, I offer the same advice (sing along if you know the tune): 



Returning from exhibiting at or attending a tradeshow or special event?
Use your first day back like it's your last day at the event.

Remember: It's easy to get swept away catching up and put off following up.

But what's more important? The day-to-day grind -- or reminding that hot prospect that you’re one of the hundreds of exhibitors they saw last week at that big tradeshow?

Take a moment to jot a quick thank you note, send a catalog, or ship that sample you promised. Don’t let your follow-up get fouled up by competing priorities. Set your priority on contacting the hottest prospects first and working your way down the list. 



How do you know who's hottest? You should use a lead sheet that asks questions that will help you, like: When do you plan to buy? How many do you plan to buy? What other brands are you considering?

But try to avoid calling anyone you met at the trade show today. After all, they'll probably be as swamped catching up today, as you'll be -- tomorrow. 



(This means please don't be offended if I don't call you today: Be inspired.)