Selling face to face, written down.
Short, practical pieces for the people on the stand and on the road: what to say, what to send, and how to work a lead to the order.
Free toolExhibition ROI calculatorWhat a show has to return, in orders, to pay for itself.Free toolFollow-up email writerSay what you discussed; get a draft that does not sound like a machine.
Badge scanner, business-card app or notebook, and which one gets leads followed upThe tool you capture leads with decides less than you think, and the thing that happens in the twenty seconds after decides almost everything. A fair comparison, and the test that matters.Exhibition ROI, and how to work out whether a show paid for itselfThe number your finance director wants is simple to define and easy to get wrong. Here is what to count, what to leave out, when to measure, and the one figure to carry in your head on the last day.Handing out leads on the stand without losing anyOn a busy stand the leads pile up in a shared pool, and a shared pool belongs to nobody. How one person runs triage each day, who gets what, and why a lead with no owner by the last afternoon is never followed up.How to qualify a lead in twenty seconds at the standThe handshake is over, the next visitor is waiting, and you have to decide whether this one is worth an hour of follow-up. Four questions, one rating, and the words that give it away.Mission targets, deciding who you came to meet before the doors openA stand that waits for whoever walks past is a stand that meets whoever walks past. The best exhibitors go in with a list of twenty names, and the list changes what the whole team does.The exhibitor's checklist, before, during and after the showNot the stand-build list. The list for the people whose job is to come home with orders: what to decide before the doors open, what to do every hour on the stand, and what has to happen on the day after.The ninety days after the show, working a lead to the orderThe stand is where a lead is born. The order is won in the three months after, and most teams have no plan for them. Here is one, week by week.Trade show follow-up emails that get replies, with five templatesThe follow-up that works proves you listened. Here is the structure, the timing, the mistakes that get you ignored, and five templates for the cases you will actually meet.What to say when you scan someone's badgeThe scan is a moment most reps waste with "can I just grab your details". Here is what to say instead, before, during and after, so the scan becomes the start of a conversation rather than the end of one.Why leads go cold after a show, and the fourteen-day ruleA hot lead on Thursday is a cold one by the end of the month, and it is rarely because they changed their mind. Here is what actually happens, and the simple rule that stops it.
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