13. Follow Up
Follow-up starts at the booth, not after everyone gets home.
After each meaningful conversation:
- Check that the contact is captured
- Add the conversation context
- Add promised actions
- Mark the owner
- Send or hand over notes as agreed
BOOTH OPERATIONS normally helps collect exports, notes and lead data after the day. If you promised something personally, you still own that promise.
Rush Mode
When the Booth Gets Busy
Busy booth? Shorten the loop, but do not skip the chain.
ENGAGE → QUALIFY → CAPTURE → CHOOSE / ROUTE → DEMO OR DISCUSS → DEFINE NEXT STEP → FOLLOW UP
During Rush Mode:
- acknowledge waiting visitors;
- keep conversations shorter;
- capture meaningful contacts;
- send demo-ready visitors to the right station;
- let people join existing demos;
- protect the front of the booth;
- help outside your main role when needed.
Remember
Rush Mode changes the speed. It does not remove the need to capture, route and follow up.
Boss Level
Six Visitors Arrive at Once
Situation: Two Sales conversations are already running. Presales is in a demo. More visitors arrive and start listening.
Best response:
- Acknowledge new visitors
- Keep current conversations moving
- Capture listeners if they show interest
- Send demo-ready visitors to Presales
- Use another demo station if available
- Record promised follow-ups
- Reset the booth when the wave passes
Lesson: Crowds attract more crowds. Use the energy, but do not lose the chain.