Trade show leads
What methods (s) do you use or plan to use to collect and follow up on leads from trade shows?
Here is a chart from the "Future of Events," BtoB, September 2010.
We do not recommend just collecting business cards for follow-up contact information. We recommend an electronic means or even better a survey form so that you take advantage of collecting detailed information (or as much as you can) while you have that person in front of you. Yes - it is a trade-off in terms of spending too much time with one person, but there can be a balance!
We strongly encourage our clients to have a plan in place before your event begins on how you are going to identify and track key prospects. This way when the show is over you can fairly easily conduct a follow-up call on those leads that are most important.
Most clients make the mistake of trying to call everyone - you just cannot do it! Call the important leads (if a survey is used then you can easily identify who is a HOT lead) and maybe use an email or direct mail piece to nurture the other leads through your sales process.
This is a face-to-face meeting at your booth with this person - take advantage of collecting the most information that you can and follow-up appropriately.
About The Tradeshow Network Marketing Group
The Tradeshow Network Marketing Group is a full-service trade show display company based in Chicago, Illinois, which serves clients nationally and internationally. Products include custom exhibit designs, modular exhibit displays, island exhibits, fabric booths, portable designs, and other trade show supply accessories. In addition, The Tradeshow Network Marketing Group offers a rental display inventory depot with a variety of choices to fit all budgets and trade show display booth space sizes. They provide comprehensive trade show services including exhibit design, booth installation and dismantle, trade show logistics, exhibit storage, exhibit management and trade show marketing services.