Trade show prospecting

Contacting prospects before a trade show may require targeting your list several times. For example:

- A first mailing should be a simple postcard to let them know you're also going to be in attendance, to tweak their curiosity and interest, but request no response.

- A second mailing is the full invitation package: a letter, an invitation to a reception, a carry card, a reply card, a booklet or brochure, or combination.

- A third mailing should be a follow-up after the event, including individual notes about specific conversations you had with a prospect during the event.

- Use telephone calls to follow-up with high-quality prospects.