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 professionally qualifying leads. Here are a few things to keep in mind while you are on the trade show floor.

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Qualify leads at trade shows

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