The Importance of Follow-up Strategies Post Trade Shows for Small Businesses

| September 22, 2023

Trade shows are a fantastic opportunity for small businesses to showcase their products or services, connect with potential customers, and strengthen their brand visibility. However, the true value of these events isn't derived just from the interactions on the trade show floor, but crucially from the rigorous follow-up actions taken post-event. A structured follow-up strategy is essential to ensure that the leads generated don't go cold.

Why a Follow-up Strategy is Crucial

Firstly, follow-up activities help to maintain the momentum and interest generated at the trade show. Remember, your business is likely not the only one the lead interacted with at the event. A timely follow-up can keep your brand at the forefront of their minds, reinforcing your business proposition.

Secondly, these activities help to qualify the leads collected, allowing your business to prioritize its efforts on the most promising prospects. By engaging in a dialogue with these potential customers, you can assess their genuine interest in your offering, and match them with suitable products or services.

Steps to Implement a Successful Follow-up Strategy

  1. Plan ahead: Before the trade show, devise a comprehensive follow-up strategy. Define the modes of communication (email, phone calls, in-person meetings), the timeline, and the key messages to be conveyed.
  2. Segment your leads: Not all leads are created equal. Post-event, categorize your leads based on their level of interest and suitability. This allows for more personalized and effective communication. If you have a CRM, now is a great time to get your leads into your database to track their activity and market to them in the future.
  3. Craft personalized messages: Avoid generic follow-up messages. Personalize your communication to reflect the conversations had at the trade show. This shows the lead that you value their interest.
  4. Ensure timely follow-ups: Aim to reconnect with the leads within one week of the trade show. This keeps your business interaction fresh in their minds and increases the chances of a positive response.
  5. Track your communications: Keep a record of all communications for future reference. It could be useful for understanding the lead’s requirements or for gauging the effectiveness of your follow-up strategy.

Remember, the goal of a trade show isn't merely to collect business cards, but to pave the path for meaningful business relationships. Implementing a robust follow-up strategy ensures that the leads generated at the trade show translate into tangible business opportunities.


About The Author

Luke and Kaylie Gugel - Common Core Marketing

Luke & Kaylie Gugel are the dynamic duo behind Common Core Marketing, a highly respected HubSpot Solutions Partner agency. Driven by a commitment to integrity and excellence, they strive to deliver the highest quality of work within the HubSpot ecosystem. Beyond just service providers, they form genuine partnerships with their clients, working tirelessly to ensure their business objectives are not just met, but surpassed.