“We need more leads.”
It’s the first thing companies tell me before a trade show. It’s almost never the real problem.
In 25 years of building stands I’ve seen stands packed with people and, three weeks later, the same owner convinced “that show didn’t work.” The leads were there. They stayed in an envelope.
The problem isn’t collecting contacts. It’s what happens the day after. And there, usually, nothing happens: the sales rep comes back overwhelmed, the cards wait, the contacts go cold.
There are excellent tools that put the lead into the CRM in real time. Useful. But they stop there: someone still has to write the follow-up message. And that someone doesn’t have time.
What we do at JMC starts right from after: the follow-up draft is already ready and just waits for your yes before it goes out.
What is the “after” of your trade show worth? You can see it with the calculator.