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How to turn fair contacts into business opportunities
Sales-driven attendees: agencies, hotels, DMCs, app builders.
Contacts are not customers. The conversion path from a fair business card to a signed contract usually takes 3–9 months. Plan for it.
Practical steps
- 1Day 0: tag every contact A/B/C in your CRM. A = decision-maker + clear interest. B = good fit, slow decision. C = nice-to-have.
- 2Week 1: send personalized follow-ups + relevant case studies to A and B.
- 3Week 2: book 30-minute discovery calls with all A contacts.
- 4Week 4: send draft proposals to interested A contacts.
- 5Month 2: invite top A contacts on a FAM trip / live demo.
- 6Month 3+: nurture B and C with quarterly content (newsletters, case studies).
- 7Month 6: review pipeline and calculate cost-per-opportunity per fair.
Checklist
- Contacts tagged A/B/C
- CRM updated within 72h
- Discovery calls booked for A
- Proposals drafted
- FAM trip plan ready
- Quarterly nurture campaign live