If you spent the time to go to an MSP business conference and you’re waiting for the sweet smell of IT sales leads, don’t count your chickens until you follow-up. This isn’t always an easy task after spending a few days at the conference. After all, you have your everyday life to catch up on, but don’t let your conference seminars and meetings go for naught.
Think Ahead and Take Notes
Hopefully, you took notes while attending the conference, writing down the name of every person you met and a little bit about what you talked about. These notes are reminders for when you return home with just a cloudy memory of everyone you met. Notes help follow up with personal information, making your contact feel like you really listened to what they had to say.
Organize Your Notes
Whether you’re using an iPad, spreadsheet, or CRM, organize your notes and business cards as soon as you get home. You can split them into sections with the details about each contact and the next steps you should take.
Write the main points about the people you met at meetings, seminars, and other conference events. These notes can include:
- Phone numbers
- Social media requests
- Questions your contacts asked
- Analyze where they might be in their buyer’s journey
Log any detailed information you have about them, so you can use it during your follow up.
Reach Out to Your Conference Contacts
Now that you’ve organized all your information, spend a few hours reaching out to your IT sales leads within three days of the conference. By following up, you build on the initial connection you made, which strengthens the new relationship and creates trust.
Here are five tips for effective follow-ups that result in high-quality leads:
- Begin your follow up by selecting the people who asked you to get in touch with them. Immediately send them an email. Keep it personal by including a few sentences about what you talked about at the conference.
- Consider sending your promising connections a promotional item or hand-written note in the mail. Select something that has your business logo so your brand stays on the mind of your contact. Items like mugs, pens, calendars or magnets work well.
- Follow all your contacts on social media, and then post something personal to them, reminding them where you met. If you talked about business problems at the conference, mention any solutions you have.
- Continue sending valuable and informative emails to top-qualifying leads, always suggesting how you can help them.
- Send intermittent emails to low and medium quality leads, keeping them interested. Don’t spend too much time on these, but continue to nurture the lead. Keeping engaged with them until they’re further along the buyer’s journey can have positive results over time.
Your IT sales leads marketing strategy should always include organized follow-up after attending a conference. Reach out and touch your contacts, always giving them helpful information to chew on.