Once you have captured their details be sure to follow up. A survey by the AEO revealed that 75% of exhibitors admitted to not following up their leads effectively.
The Make a Stand DVD suggests that between first contact and a confirmed customer can take up to seven separate contacts, so contact them, re-contact them and contact them again! If you followed the advice under section 16. DATA CAPTURE your sales people will have a priority list to call from. Monitor your results and compare these with your objectives to calculate your return on your investment.