Use a ranking system to classify your leads
Use an effective lead card or data capture facility to quickly determine if a prospect is qualified. Even if you already use a lead card for your general marketing activity, consider designing one specifically for your exhibition activity. Include on it key elements and prompts that address your goals and objectives. This will aid the qualification process.
Use a ranking system to ensure the hottest leads get followed up promptly. A simple system using letters or numbers can quickly identify your lead follow-up priorities. You can categorise leads easily as:
A = Immediate need; B = Likely to buy in the next 6 months; C = Literature or Database