follow up

In my latest post, Too busy to execute a trade show strategy, we discussed the need to eliminate waste within an organization in order to impact trade show results.  The post shows that those using trade shows as a marketing tool don't care about history or results.  Just like today, 30 years ago only 80% of all trade show leads were not followed up.

Richard Erschik is a lead follow up expert.  He posted a blog questioning why upper management wasn't furious about the fact that about 80% of all leads are never followed up. He talks about an article from 1979: 

In the article (from 30-years ago, mind you) the editor states that...less than 20% of sales leads ever get followed-up.

Of course we are still pained! Here we are today and nothing has changed!

This week I spoke with two 15 year olds that were texting constantly during their family time and dinner.  I asked them, "Is this a constant part of your life, and do you get mad if someone doesn't reply right away?"  There was an immediate reaction & resounding, "YES!"  We live in an instant gratification world these days, and it's only going to get worse.  In our constant quest for continuous improvement, I guess the first to adapt to this audience wins.