Hire different segments of the woodworking industry and listen to their ideas. It takes new ideas from new people to move a company from its current plateau to the next level. Take a chance.
The key to successful lead management is to give your salespeople qualified, live leads that have a chance of actually closing. Once the sales people understand that you are bringing them warm, viable leads, the accountability and closure rate will follow.
The goal of attending woodworking shows is to find new business. Finding, qualifying and recording leads is the main priority. Don't let long discussions distract your main purpose.
Contrary to popular practice, woodworking trade show exhibiting hours are not for meeting with outside salespeople, current accounts or vendors. All of those customers and people are already on your daily call lists during normal business hours.
On the last leg of my sales trip, I met with another woodworking manufacturer that used local suppliers of wood products, allowing them greater control and to keep pricing competitive.
Whether you have a huge showroom or just work out of your basement, videos can increase your business creating movement that builds the emotion and passion of your design or product.
A good way to reward customers, who refer friends, is to first write them a thank-you note for the help. If the referral turns into business, and you want to send more than just a thank-you note, make it a non-monetary gift, like a dinner coupon or a donation to their favorite charity.