Too often at a trade show, a booth person communicates to the attendee that there will be some type of follow up from their discussion.
An expectation is set in the mind of the attendee that something will occur when they get back to their office.
And maybe there are good intentions on the part of the exhibitor that certain pieces of information will be in the hands of the prospect so they can take the next step toward becoming a customer.
However – and this is a big however – something fails in the process and the message is NOT delivered to the prospect.
There are good intentions but no follow through.
What message does that send to this “interested” person? Well one scenario – they do not care! Another thought from this prospect – if they can’t deliver what I was told, how good will they be in delivering once I am a customer. They want a responsive relationship with a supplier.
How many excuses do you think your prospect will make because you did not follow through?
None – I expect. Their tolerance level is low.
And this no follow up exhibitor is leaving themselves open to the competition to come in and swoop this prospect away.
I bring this topic up so we can have a conversation about that in this blog.
How have you overcome this problem, delighted the prospect and won the sale?
Share your story with us in the comment section below.
Until next time…
Joyce McKee
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