You dominated PACK EXPO Las Vegas. You shook hands, booked meetings, and owned the floor like a pro. But let’s talk about the real game-changer: those quick, electric conversations that didn’t lock in a meeting. The right person, the right project, the right fit—but you couldn’t seal it in the moment.
Those are the moments that turn good years into legendary ones. And most people? They let them slip away. Your prospects aren’t ignoring you because they’re uninterested—they’re forgetting you because your value proposition didn’t stick.
Here’s how you change that, take ownership, and make this your breakout year. Let’s dive in.
Why your leads are fading (and It’s not what you think)
It’s not your CRM. It’s not the leads. It’s you. Here’s the psychology holding you back:
- Post-show slump. You’ve been grinding for months. PACK EXPO’s done, and your brain says, “Time to coast.” Wrong. That’s when the real work kicks in.
- The marketing hand-off. You toss your scans to marketing, thinking, “They’ll handle it.” Newsflash: they won’t. Nurturing starts with you.
- Fear of the phone. Calling feels uncomfortable, so you hide behind emails that get buried. Comfort’s stalling your growth.
- Selective memory. When leads don’t convert, you shrug and say, “They weren’t serious.” Truth? Your value proposition didn’t land with enough punch.
The hard truth? Your leads aren’t cold—your follow-up is. Prospects don’t remember you because your message didn’t cut through the noise.
What’s holding you back from following up?
You might be thinking, “I am picking up the phone!” Or maybe you’re stuck on emails, waiting for the perfect words. Either way, if your prospects aren’t responding, it’s not because they don’t want to talk—it’s because your approach isn’t landing. Are you leading with a value proposition that hits their specific pain points? Or are you just following up, hoping they’ll bite? Busyness feels productive, but it’s often just a shield. If you believe in your solution, following up with a sharp, outcome-focused message isn’t pushy—it’s your responsibility to help them solve their problems.
The Mission (and why I’m fired up)
I’m not here to call you out. I’m here because I’ve seen what’s possible. At PMMI workshops, I’ve heard owners and reps share their “aha” moments—realizing how much money they left on the table by not following up right. Then they locked into what works: relentless, value-driven outreach. I want you walking into next year’s PACK EXPO with stories of deals closed, problems solved, and lives changed—not lamenting about missed opportunities.
This isn’t just about sales. It’s about showing up as a leader in your business and your life.
Hungry reps win. Busy reps spin.
Busy reps complain, “I’m swamped.” Hungry reps say, “I’m building an empire.” Hungry reps don’t confuse servicing with selling. They stay laser-focused on creating opportunities.
Want next year to be different? Stop managing tasks. Start driving results.
The playbook to make prospects remember you
Here’s your step-by-step to turn PACK EXPO conversations into a revenue machine. Do this, and you’ll wonder why you ever waited.
- Know your lead’s worth.
At PMMI workshops, I ask, “What’s one lead worth to you?” Most can’t answer. Nail down the number—$10k, $50k, $100k. Then craft a value proposition so clear and compelling it’s unforgettable. When you know the stakes, every follow-up becomes a chance to create value, not chase it. - Run “genius attack” huddles.
Weekly, 30 minutes, team in a room. Throw your top unconverted PACK EXPO leads into a hat. Everyone draws a lead from someone else’s territory. Brainstorm three ways to re-engage with a value prop that hits hard. It’s not just ideas—it’s accountability, creativity, and momentum. Track wins. Celebrate. Repeat. - Pick up the phone with purpose.
Forget generic emails. Call and lead with an outcome-based value prop: “At PACK EXPO, you mentioned you’re trying to boost uptime by 20%—what solutions have you explored so far?” Don’t ask obvious questions that scream “sales pitch”—that just builds resistance. Show you get their world. - Blend marketing with muscle.
Marketing emails and social posts build awareness. Your voice builds trust. When a campaign drops, call your top 10 leads: “You might’ve seen our email, but I wanted to connect personally because I know you’re tackling X—here’s how we can help.” Pair automation with a human touch and a value prop that cuts through. - Own the no.
Be okay walking away. Confidence comes from knowing you don’t need every deal. If it’s not the right fit, say so. Book a call months out to reconnect, then add value in the meantime—share an article, a case study, or a quick tip. Play the long game. That’s how you build relationships that last.
Focus = Freedom
You can’t help anyone if you’re scattered. F.O.C.U.S.—Follow One Course Until Successful. Stay locked on meaningful conversations, relentless follow-through, and a value proposition that makes prospects say, “I need this.” That’s where the money lives. That’s where the impact lives.
When you do this, you’re not just closing deals. You’re building a career that fires you up, with stories that make people lean in.
Lessons from the best
The top performers I’ve worked with through PMMI’s training programs know PACK EXPO isn’t a three-day sprint—it’s a year-long rocket ship. They’ve learned to prep, connect, and follow through with a system that turns conversations into results. You can too.
Don’t punt your leads to marketing. Don’t call them “cold.” Don’t wait for permission. Craft a value proposition that sticks, pick up the phone, and show up with confidence.
Mastery isn’t luck—it’s ownership. And ownership starts when everyone else slows down.
Make them remember you. Your best year’s waiting.
