The Art of Concession in Price Negotiation

Post-show follow-up within 24 hours. First email thanks and recaps with a photo. Second email one week later adds requested information. Third email two weeks later includes pricing. Three touches convert the lead.

The 30 days before a show are golden preparation time. List existing clients to invite. Promote your participation on social media. Prepare products, brochures, business cards, and gifts. Book booth design early.

Sort business cards during the show — don't wait. A-grade leads re-engage next day. B-grade leads follow up within a week. C-grade prospects get a company intro within two weeks. Earlier follow-up equals warmer leads.

Three booth design principles: make it open and inviting, highlight core products prominently, ensure your brand is visible from a distance. I've seen expensive booths that were so closed-off that visitors walked right past.