The follow-up sequence that converts a trade-show tap before the lead goes cold.
Trade shows produce a burst of contacts and almost no meetings, because the follow-up happens a week later when everyone has forgotten the conversation.
Capture context, not only contact details
A name and number is nearly worthless three days later. Add one line at the stand about what they asked for and how urgent it is. That single note is what makes the follow-up specific enough to get a reply.
Send something the same day
A short message the same evening, referencing the conversation and attaching whatever you promised, arrives while you are still a person rather than a company name. It also beats every competitor who is waiting until they get back to the office.
Sequence, then stop
Same-day message, a call within forty-eight hours, one useful follow-up in the week after, then a final check a fortnight later. Four touches, each adding something, then move them into the normal nurture list rather than continuing to chase.
Sort the list by the urgency note before you start, and call the hottest third first. Even distribution of effort across a stack of leads is why good events produce poor pipelines.
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