Business trade shows: an underused sales tool for vending and OCS firms

When qualifying your trade show prospects, if both parties agree that there’s a possibility of doing business, you should set up your next meeting right there in the booth, on the spot.

The show eventually ends and there is a sigh of relief, but this is when the most important work begins. The follow-up after the show is the most critical phase. If you’re not willing to commit to a systematic, structured and timely follow-up after the show, don’t go to a trade show as an exhibitor. I have known companies who did a great job at the actual event, only to totally drop the ball on the follow-up after the show.

To find an appropriate trade show, check the Website, www.tsnn.com for a list of some bigger business shows.

No matter how small your business may be, the benefits of attending a trade show with attendees who are potential buyers of your services can be very beneficial.

Tom Britten is an analyst, intermediary and professional consultant with more than 30 years of industry experience. He functions as a full service resource available to all vending, OCS and foodservice companies large and small. Contact Britten Management Services, LLC for a free, and no-obligation consultation at 813-469-5437 or via email: tombritten@msn.com.