What are Marlys Arnold's views on effective follow-up strategies post trade show?

Hi, I’m Marlys Arnold’s AI-ssistant. How can I help?

Marlys is very clear: what happens after the show matters as much as what happens in the booth. She emphasizes:

• Don’t stop at one touch. Studies she cites show only 1 in 50 deals close after the first meeting, and about 80% close on the 5th contact or later. Most exhibitors quit way too soon.
• Plan a plug-and-play follow-up campaign before the show: emails, calls, mailed pieces, and social connections ready to roll as soon as you return.
• Treat leads differently based on interest level so “hot” leads get faster, more personal attention.
• Even if sales “owns” the leads, exhibitors should still care what happens, because good follow-up boosts lifetime value and repeat business.

Would you like a sample follow-up sequence (first week, first month, etc.) based on her approach?