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Follow up, follow up, follow up

APRIL 17, 2012
At a recent show, the owner of a kitchen cabinet company, who has exhibited in the show for years, approached me and said, “I’ve been meaning to tell you something. Last year, I only got one job out of the show.” As I began to let him know how disappointed I was to hear this, he interrupted me and said “That’s OK, it was a $340,000 job.” 
While this is a great example of how just one customer can make a show worthwhile, the real story is this: He went on to say that after the contract was signed, he asked the homeowner why he was chosen for the job.  The homeowner responded “I narrowed my chose down to you and one other kitchen company at the show, and you’re the one who called me back.”
Follow up.
David J. Zimmerman
Southern Shows Inc.
Topical: Selling  
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