Trade Show Leads and SalesMonths are spent preparing for a trade show, from the trade show booth design to ordering all of the promotional literature and products you need to order. After all of that planning, if you don t have a proper lead management strategy in place, your efforts will be wasted.

A lot of exhibitors seem to miss this step, causing potential customers to fall through the cracks. To keep this from happening to you, here are some tips on how to make the most of all of the leads you have gathered at the trade show.

Be Prepared Before the Show

Once the show starts, there will be tons of traffic going in and out of your custom displays, so being prepared is important. Print of plenty of lead forms and put them in locations that can easily be accessed by your team.

Search for Qualified Leads

Don t just get lead information from anyone who is willing to fill out your lead form. Ask qualifying questions that will tell you how interested the attendee is in doing business with you.

Train Your Staff

Everyone should be on the same page when it comes to qualifying leads. After each staffer fills out a lead form, have them put an A, B, or C at the top of the form, A being a high quality lead and C being a low quality lead.

Consider Using a Lead Retrieval System

During the hustle and bustle of the trade show, printed lead forms or business cards can easily go missing. Along with using lead forms, you should consider using an electronic lead retrieval system that will keep all of the information in one place.

Follow Up

Now that you have all of the contact information for potential customers, it is time to put it to good use. All leads should be followed up with after the event; otherwise you could be missing out on sales and new customers.

These 5 tips will help you get the most results from the trade show for a better ROI.


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