The press likes to report on negative, or perceived negative events. This year the CES crowd was down from last year. There were approximately 110,000 people wandering up and down the aisles. These folks are someone’s prospects – but will they be followed up?
Those that chose to take time out of their schedules and travel to CES were not there on a whim. They were there to assess products, software and solutions for their companies. Now the sales cycle might be a bit longer than in the past – but they are someone’s prospects! And maybe it is a good thing that few were there – someone might actually follow them up.
Our industry has a horrible statistic which states that almost 80 % of leads are NEVER followed up. And this has been consistent for 20 years.
It is my hope and desire that those who did attend CES and other shows this January are truly blown away with attention in the form of exhibitor follow up. These people are conducting business and they are serious because they showed up. I ask the exhibitors to truly honor and celebrate the prospects that they uncovered at this show and go the next step with total lead follow up.
One of my colleagues owns and operates a national organization that provides 100% lead follow up as an integral part of their literature fulfillment service to exhibitors. If you are interested in knowing about him, call or email me and I will put you in touch with him. My information is on the About page of this blog.
Here’s to changing our ways and actually taking the leads from shows to the next step in the sales cycle!
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