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• Follow up with your longer-term prospects. “Warm” leads are still good, but they need to be put into a lead-nurturing program. Instead of dumping these not-yet-qualified leads on sales reps, use the phone, mail, fax and e-mail to keep in touch, and qualify prospects with longer-term needs.
Become a trade show success story by following the tactics outlined above. You will turn a “bust” marketing activity into one that pays high dividends.
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