Following up is the key for turning leads into customers. You have spent time, money and efforts at the show. It is therefore important to protect this investment by adopting a structured follow up approach.
Here below some tips on how to follow up leads:
If your company adopts a structured approach or plan comprised of defined steps in the relationship, then inform your prospects and see if this is convenient to them. Many distributors in the region have simply done business with Principals who rushed to sign contracts in the first contact they made.
If you have not heard from your prospects within 7 days, take the initiative to remind/communicate about deals/actions. If you leave the initiative to them, there is a big chance that you lose their interests/attention to your products.
Keep your prospects updated on any latest changes of your product by sending them articles, studies, awards, new features, new technologies, links,…;
TBMedex SAS provides product distribution, market research, distributor qualification and local sales development and implementation For Med Devices companies in the MEA Region.