Duplicating Success

This is how we built the trade show business from scratch 16 years ago!

Our thinking was simple: 

if a company bought a booth in a show, then 

1) that same had more money for another show and / or 

2) a similar company - a competitor - would want to exhibit as well.

Therefore, if it were ME selling exhibit space, every time I sell a booth, I would want to duplicate that success somehow. 

For instance, if Sam's Club just bought a booth in Colorado, then a little light bulb would go on inside my head to call call Costco right away AND to call Sam's Club in the next city right away.

If I just sold a booth to a coffee distributor, then I would ask the person that bought the booth to give me names of other offices in cities we do a show in AND I would ask him for the names of 2 or 3 competitors (just to see if they are already in the show, right?) and then if they are not already in the show, I'm gonna call them and tell them the other coffee distributors just bought a booth in the show!

It makes sense to me. And if it were me selling exhibit space, I would not want to rely on CSTS to provide me with HOT accounts, I would make my own!