Trade shows are one of the best ways to make a splash in your industry, particularly if you’re demoing new technology at a trade show, or about to start the sales of a new product.

Chances are you’ve filled your Rolodex with potential leads after you’ve exhibited your services and products at a trade show. But now, you’ve checked out of your hotel and you’re heading home, and back to the daily routine; what should you do with these leads? Here are a few best practices on how to capitalize on leads gained at a trade show.

1. Start by Organizing the Leads and Contacts

Do this as soon as possible, to ensure that you can still match faces to names. Organize them based on name, phone number, email address, and other basic contact information in a spreadsheet or a paper document. You can also load them into your CRM database, if you have one. This will help you keep track of who you’ve contacted. Writing down a few notes on them will also help you remember your conversation and who they are.

2. Rank Them by Interest in Your Products

You should categorize your leads based on their interest in your products and prioritize the folks who seemed the most willing to buy, and the most willing to share their information. The faster you can contact someone who was interested in what you have, the more likely you are to land a sale.

3. Start Moving Them Down the Sales Funnel

Contact your best leads as soon as you can. It’s best to mention who you are, and where you met them so that they remember you, and your positive interaction.

Then, send another email with an example of how your product works and its benefits. After this, you may be able to give the customer more information about your products, pricing, and other details. If you’ve still got their interest, this is the perfect time to get them on a sales call.

Most importantly, keep these interactions personal and don’t be too pushy. You want to build on the camaraderie that you developed at the trade show, so don’t give your leads the “hard sell.”

Follow These Tips for Better Lead Conversions After Trade Shows

You don’t want to let the leads you made at a trade show go to waste. If you follow these 3 simple best practices, you’ll be able to sell more effectively after trade shows and expos.