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Personal and Organizational USP (Unique Selling Point)
Motivate their Performance
According to the Center for Exhibition Industry Research (CEIR): 52% of exhibit managers who conducted pre-show training reported lead increases of 20% or more. An additional 43% of respondents who implemented staff-training saw leads increase by 10-20% 95% of total respondents improved their lead generation with pre-event staff training
1) Set benchmarks for each of your goals with team members.
2) OK to get granular
Meet five A-level attendees
Meet twenty B-level attendees
Meet other exhibitors/potential partners
Greet 50 attendees per day
Attend 1 session, tweet about it!
3) Create a lead worksheet
Consider An Attendee Rating System to Help with Follow-Up A Type B Type C Type D Type Ready for solution Interested in solution Unsure about solution Not ready at all
Create an Attendee Data Card Name: Bill Hardy Organization: St. Anywhere Hospital Role: Director of Training Mentioned need: Has 30,000 employees, needs benefits + service training, then LMS What they are using now: Homegrown blended learning Referral?: Follow-up How: Call Follow-up When: Next week to set another in person meeting Timeline: Looking to make decision in 3 months (fiscal ends 10/1) Attendee Rank: A, B, or C A
Performance Changers The most successful exhibitors can close A-type attendees, convert B-type attendees to A-type attendees, and use C-type attendees to get towards the next steps in the sales cycle. Challenge your team to move the A, B, C’s!
Work the Crowd, Not the Job Title C-Level Sue Mid-Level Manny Just-Looking Larry Meet peers, Dinner with clients eLearning, Needs to bring home 3 front runners for new LMS Training 3,000 employees on customer service...testing!
Did you know?: 72% of ASTD attendees will discuss training needs for the next 12 months prior to attending ASTD International Conference & Exposition.