Happy 1st day of February! Is it really the second month of the year already? :)
If you have been following my previous post about how to attract buyers to visit your booth, you are in for a post-treat! :)
So you’ve spent the last 3 days exhibiting at a trade show. It was great to meet and greet, schmooze and hopefully gather bucket full of potential leads. But now what?
You might be exhausted from being on your feet and talking all day long but this is not the time to take a vacation! You can treat yourself to some nice meals, a massage perhaps but there is ONE thing you must do within one week of exhibiting at a trade show.
Every time you give out a linesheet, you want to ask for a business card. Every time you connect with a potential retailer, you want to ask for a business card. After they leave your booth, you want to write a little note on the back of the card that will help you remember details of your conversation. This will help refresh the buyer’s memory about what you discussed when you follow up with them after the show.
Buyers walk down aisle after aisle, booth after booth, meeting you and your competitors. You want your company (and your personality) to stand out even after the show is over by showing each buyer that you remember them and valued the time they spent talking to you. Follow up on your conversation and offer to assist them with any questions they might have.
As a side note: Remember that department store buyers and specialty buyers work in very different ways. Department store buyers will rarely leave orders at the show. Specialty store buyers who are traveling for the show will most likely place orders at the show. (I hope you gave them a sense of urgency to place the orders at the show by showering them with incentives, right? Good :) Many buyers will need to digest everything they saw at the show, and place orders when they are back at the office. By following up, you will increase your chances of being one of the lines up for consideration.
How are you following up with your prospects? I would love to hear from you here.
Your Retail Product Mentor
p.s. A BIG, warm welcome to all of the new readers who joined our community! You are going to love the resources you will find here to help you make your product retail-ready… Enjoy!
I am super excited to be one of the panelists at the Believers in Business Conference in NYC on February 4th. The conference will feature a diverse set of business leaders who will speak about the role faith plays in their business decisions and public identity. Look forward to seeing you there! :)