Question

Topic: Other

Trade-show Qualification Suggestions

Posted by Anonymous on 4/28/2004 at 12:18 PM ET 250 Points
What advice can you offer regarding engaging and qualifying prospects at a trade-show? I'm particularly interested in your throughts with regards to software companies as the vendors at a trade-show.

The investment to mount and staff a booth at typical trade-shows today is substantial. I'm interested in guidance gained from first-hand, pragmatic experience in making these events as productive and effective as possible. Many thanks!
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  • Posted by telemoxie on 4/28/2004 at 11:55 PM Member
    I agree with Nicolas that follow-up after the show is crucial.

    Several years ago, I read a statistic that 75% of people attending a trade show made a purchase - within 18 months of the trade show.

    And so, while the majority of your efforts (e.g. 90 to 95%) should be on the immediate, right now prospects, you might want to budget something to follow up prospects in the long term.
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