Gathering information in a structured manner requires preparation

How can you ensure that the person responsible for following-up gets the necessary information? Give advance thought to how the stand staff should collect the necessary contact information and how they should report on any agreements made with a (potential) customer.

It is obvious that a structured approach in regards to lead generation will prevent inaccuracies during the follow-up phase. Implement a registration system, either a digital one or a paper-based one (forms). First check if you can be connected to the exhibition organiser’s registration system.

Make sure that you do not lose any of that gathered data (something that happens quite often). Make someone responsible for the (daily) collection of the data and get copies made fast.