Coordinate the timing of this process with data base management systems. If your mail contact arrives right away with the other mail from the show, then it is with a huge pile that has built up since the prospect has been at the show, and will not get the time it deserves. If your timing is good, you will have visibility as long as you don't land in the huge pile of mail. You and your organization will be remembered from the show if you have developed good rapport. The prospect will be looking for these things.
Many studies show that the sale is made after the eighth contact.
Most sales people send one or two letters, make a few phone calls, sometimes ask for the order, rarely develop a relationship and expect to make a real good living. Doing the same thing over and over again but expecting different results, is a great definition of insanity. Develop relationships, maintain a good image and reputation for doing what you say you will do, deliver what you promise. By helping people get what they want, you will make a very good living and enjoy a very rewarding career. Copyright 1997 - 2001 American Speakers Bureau Corporation.