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Show Expert Mobile Leads
A statistic is often cited that says, “70 percent of leads are not followed up on after a trade show.” Several people have tried to find the source for this statistic with no luck. However, the anecdotal evidence makes it very clear that the majority of exhibitors are not doing a very good job when it comes to lead follow-up.
Food shows are still about selling, but the sales cycle has shifted, with operators increasingly focused on education, new ideas, and new products. Over the last three years, among the shows that we help manage, there is an average of 15% to 25% in new business sales, but often times a significant number of new case sales happen after the show. These additional new case sales originate at events, but as leads rather than bookings. This is a key difference.
