As we enter the fall telecom trade show season, here's a link to an excellent article about How to Turn Trade Show Leads Into Clients. Number # 1 is to actually Follow Up Creatively!!
For many salespeople, following up is more like, "So do you want to buy now?" When it should involve demonstrating value. How? Ask interesting questions. Send cards, e-vites, news clippings, joke-a-day-vm, etc. Stop being boring -- but better boring than not following up at all.
See you at ITEXPO -- ask me for more tips in LA!