Measuring Milestones in your Trade Show Strategy

  1. Contact: This is your initial awareness of the individual you suspect may qualify as a prospect.
  2. Prospect: You’ve qualified your suspect as a prospect by establishing an apparent need, the resources to fulfill that need, and urgency for a solution, i.e. NEED, MONEY, NOW.
  3. 1st Meeting: You have held a first meeting with the decisionmaker to qualify interest and lay the groundwork for the relationship. Second or third meetings may be necessary during this stage.
  4. Proposal: In the B2B context, a proposal is delivered to clarify the statement of work, goods or services.
  5. Contract: The point at which revenue begins to flow or a purchase order is secured.

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Bill Kenney

Bill Kenney

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Helps international B2B companies exhibit at US trade shows.