Qualify leads at trade shows

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Having stunning trade show displays and an enthusiastic, knowledgeable staff is important elements to being a hit at the convention. Another important part of successful events is efficiently and …

Having stunning trade show displays and an enthusiastic, knowledgeable staff is important elements to being a hit at the convention. Another important part of successful events is efficiently and professionally qualifying leads. Here are a few things to keep in mind while you are on the trade show floor.

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  • 1. Qualify Leads at Trade Shows Kristin Hovde Smash Hit Displays
  • 2. Should You Talk to Every Visitor?
    • With hundreds of people stopping by your trade show booth , it can be difficult to talk to every single person.
    • Although you should acknowledge every attendee that stops by, give more attention to the more interested ones.
  • 3. How to Turn Leads into Sales
    • Watch their body language
    • Create lead forms
    • Have a coding system
    • Collect and give business cards
    • Follow up
  • 4. Watch Their Body Language
    • Are the attendees making eye contact with you?
    • Do they seem intrigued by your trade show displays ?
    • If you answered “yes” to at least one of these questions, chances are they are willing to discuss your products or services.
  • 5. Don’t Wait Too Long
    • If your convention booth visitors seem interested, don’t give them time to change their mind.
    • Approach them within a minute to let them know you see them and are willing to answer any questions they have.
  • 6. Create Lead Forms
    • Relying solely on business cards is not a good way to collect lead’s information – cards can easily get lost or misplaced.
    • Create lead forms that contain all of the info found on business cards, as well as a few questions to help you determine the interest this person has in your products/services.
  • 7. Lead Forms for iPhones and iPads
    • iLeads from Bartizan Connects
    • Lead Form for iPads
    • iLeads from Bartizan Connects
    • Lead Form for iPads
  • 8. Make a Coding System
    • If you are using printed lead forms, it will be easier to differentiate the hot leads from the cold ones by having a coding system.
    • One example would be to right a big A, B, or C at the top of each form:
    • A – Hot Leads
    • B – Warm Leads
    • C – Cold Lead
  • 9. As You Go Through the Forms
    • Contact the hot leads before the other ones since they are more serious buyers.
  • 10. Hand Out and Collect Business Cards
    • Although you shouldn’t rely on business cards for leads, it is still handy to have their cards with the form.
    • Make sure to keep a stack of your business cards with you also to hand out to all interested buyers.
  • 11. Follow up
    • Once the event is over, make the most of the information you received from your leads.
    • Send out handwritten thank-you cards or give them a call to tell them how much you appreciate talking to them at the event.
    • By taking this step, you’ll set yourself apart from the competition; they’ll be more likely to buy from you when they are ready.
  • 12. Have More Trade Show Questions?
    • Connect with me on LinkedIn
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    • Follow us on Twitter