If you are intending to exhibit at a trade show, probably one or more of your desires is to acquire sales leads while at the show. What you should to bear in mind when it comes to leads, though, is that you are seeking qualified leads"leads that are ,more likely to convert into genuine sales.
You do not need to present your sales department with hundreds of contacts if just a couple of of those contacts are going to result in tangible sales. Your ROI drops if the sales department puts time into calling leads that do not convert. Additionally, the sales dep. may become disheartened and stop calling your show leads, which reflects badly on your exhibition and on you.
Instead of bringing your sales office the contact info of every person who stopped in your booth at the show, bring them the contact info for the people that needed to leave with your samples and your displays, especially if these visitors are literally capable of making of making those kinds of choices for their companies and associations. Those are your qualified leads.
Before you left for the show, in your planning you conducted in preparation for the show, you defined your target prospects. You made a decision who you needed to meet at the show, who you wished to lure into your booth, and it is on these visitors that you will target your attention.
When a target prospect enters your booth, you (and your booth staff) have to be waiting to ask her or him some questions that should further help you measure the value of the lead. The questions you ask should be aimed toward ranking the lead and assigning the lead to a grade. If you are not sure what forms of points to ask your leads, talk to your sales dept. They know what sort of data is most likely to help them when they are working to close a sale. Their input should help you design your questions.
You do not need to present your sales department with hundreds of contacts if just a couple of of those contacts are going to result in tangible sales. Your ROI drops if the sales department puts time into calling leads that do not convert. Additionally, the sales dep. may become disheartened and stop calling your show leads, which reflects badly on your exhibition and on you.
Instead of bringing your sales office the contact info of every person who stopped in your booth at the show, bring them the contact info for the people that needed to leave with your samples and your displays, especially if these visitors are literally capable of making of making those kinds of choices for their companies and associations. Those are your qualified leads.
Before you left for the show, in your planning you conducted in preparation for the show, you defined your target prospects. You made a decision who you needed to meet at the show, who you wished to lure into your booth, and it is on these visitors that you will target your attention.
When a target prospect enters your booth, you (and your booth staff) have to be waiting to ask her or him some questions that should further help you measure the value of the lead. The questions you ask should be aimed toward ranking the lead and assigning the lead to a grade. If you are not sure what forms of points to ask your leads, talk to your sales dept. They know what sort of data is most likely to help them when they are working to close a sale. Their input should help you design your questions.
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