Naturally, youíve gotten the leadís name, company and contact info. But to be thorough, make sure that youíve also got:
What product or service theyíre interested in: be specific
How best they prefer to get a sample, if desired. Is it email, snail mail, telephone call, in-person visit?
When do they prefer to be contacted for follow-up? Date and time of day that works best for their schedule.
Where? If you are meeting offsite, such as a coffee shop, confirm the address. If itís at their place of business, make sure you have the right address and not a satellite office or production facility.
Who are you meeting with? Is it just the main contact, or will there be other people involved?
Why are you meeting? Is the meeting a preliminary discussion, or is it to close a sale, or something in between?
When I was in journalism class in high school, we were instructed to get the 5 Wís and the 1 H: who, what where, when, why and how. Itís the same with sales follow-up.
Finally, make sure that your prospect understands the method of follow-up, along with the other pieces so that there is no mutual mystification Ė make sure all parties understand what is going to happen and when.
Once youíve done that, youíve nailed down a good lead. Youíve done your job on tradeshow lead generation. Now go close the sale!