Send out thank-yous right away. You'll have piles of catching up to do when you get back from the show. Maybe you can't devote time and energy to your follow-ups right away. Send a quick thank you (via e-mail or regular mail) to everyone who visited your booth.

It's in the numbers. Count how many leads you got at the show. Qualify them and see how many of those can be taken to the next level. Weigh this against the money spent to exhibit at the show. Include all costs: display and graphics, booth space, literature, freight, travel, lodging, meals, people time, etc. Will new sales offset the cost of exhibiting? Tie it back to your goals.

It's a matter of perception. Sometimes a productive reason to exhibit at a show is for image building. Maybe this alone is worth the expense of the show. It all ties back to your goals.

Take the next steps in a timely manner. If prospects are expecting estimates, proposals, meetings, etc., be sure to deliver within a week of sending them a thank you.