Following Up Post ICSC Las Vegas Convention: Maximizing Your Investment

Jun 5

The International Council of Shopping Centers (ICSC) Las Vegas convention is a cornerstone event in the retail real estate industry, drawing professionals from across the globe. Attending this premier event provides invaluable opportunities for networking, deal-making, and discovering the latest industry trends. However, the true value of attending the ICSC convention lies in the actions you take afterward. Here's a guide to effective follow-up strategies that can help you maximize your investment in the ICSC Las Vegas convention.

1. Organize Your Contacts

After a whirlwind of meetings, presentations, and networking events, it’s crucial to organize the contacts you’ve made. Here’s how to do it effectively:

Digitalize Business Cards: Use apps like CamCard or ScanBizCards to digitize the business cards you collected. This helps in managing and searching contacts more efficiently.
Categorize Contacts: Segment your contacts into categories such as potential clients, partners, vendors, and industry peers. This categorization will help tailor your follow-up approach.

2. Personalize Your Follow-Up

Generic follow-ups can be easily dismissed. Personalizing your communication can make a significant difference:

Reference Specific Conversations: Mention specific topics you discussed during your meeting. This shows that you were engaged and value the interaction.
Highlight Common Goals: If you identified common goals or mutual interests, reiterate these in your follow-up. This builds a foundation for future collaboration.

3. Provide Value

Your follow-up should not just be about maintaining contact; it should also provide value to the recipient:

Share Relevant Content: Send articles, white papers, or reports that are relevant to their business or the conversation you had.
Introduce Useful Connections: If you believe a contact could benefit from knowing someone in your network, make the introduction.

4. Utilize Social Media

Stay connected through social media platforms:

LinkedIn: Send personalized connection requests and engage with their posts to stay on their radar.
Twitter: Follow their company and engage with their tweets if relevant to your business.

5. Schedule Follow-Up Meetings

For promising leads and potential partnerships, arrange follow-up meetings:

Send Calendar Invites: Propose a few time slots and send a calendar invite once they agree on a time.
Prepare an Agenda: Outline key discussion points to make the meeting productive and to the point.

6. Reflect and Plan

Take some time to reflect on your experiences and interactions during the convention:

Assess Your Goals: Review if you met your objectives and what could be improved for future events.
Strategize for the Future: Plan your next steps based on the insights and connections gained from the convention.

7. Follow-Up Reminders

Effective follow-up requires persistence:

Set Reminders: Use a CRM tool or calendar reminders to follow up at regular intervals without being intrusive.
Track Progress: Keep track of your interactions and the progress of each follow-up to ensure nothing falls through the cracks.

8. Send Thank-You Notes

A simple thank-you note can leave a lasting impression:

Express Gratitude: Thank them for their time and the opportunity to connect.
Reiterate Interest: Mention your eagerness to explore potential opportunities together.

Conclusion

The ICSC Las Vegas convention is just the beginning of valuable business relationships and opportunities. By organizing your contacts, personalizing your follow-up, providing value, utilizing social media, scheduling follow-up meetings, reflecting on your experience, setting follow-up reminders, and sending thank-you notes, you can turn the initial connections made at the convention into long-lasting, fruitful business relationships. Remember, the effort you put into following up can significantly amplify the benefits you reap from attending the convention.

Billy Ikram