Your First Day Back...

I'm at the AAEX / SEMA tradeshows this week. If you were here, too, I hope you had a great show.

Every year at this time I write the same basic tip. Hope it serves as a reminder to not let all your hard work as an exhibitor go to waste ...

Your trade show or special event is over. Great! Time to breath a sigh of relief and catch up on things.

Whoa! Not so fast.

Consider using your first day back like it's your last day at the event.

It's easy to get so swept away catching up that you put off following up.

But what's more important? The day-to-day grind -- or reminding that hot prospect that you're the one exhibitor out of hundreds they met that they want to buy from?

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?

Are you considering any other brands?

This is also a good day to make notes on improvements for next year's show while everything is still fresh in your mind.

But above all try to avoid calling anyone you met at the trade show the first day you're back.  After all, they'll probably be as swamped catching up that day as you'll be -- tomorrow.

BTW, If  I don't call you today please don't be offended, be inspired.