Never Send an Attachment in Your First Cold Email

Qualifying visitors is a core skill. Serious buyers ask about product details, certifications, and MOQs. Window shoppers ask 'How much?' and walk away. Competitors ask technical questions but show no interest in ordering.

Online exhibitions have lower cost and wider reach. My approach: use online for brand exposure and lead collection, physical shows for deep conversations and demos. The channels complement each other.

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.