Trade Show Exhibiting - 10 HOW TO Ideas to Help You Integrate Social Media Into Your Lead Generation Strategy


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Nate Riggs slides from the Skyline Exhibits of Central Ohio Exhibitor Exchange Conference. Presentation lists resources and ideas on how trade show exhibitors, managers and booth staff can use social media tools to enhance their trade show lead generation strategy.

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Trade Show Exhibiting - 10 HOW TO Ideas to Help You Integrate Social Media Into Your Lead Generation Strategy

  1. 1. 10 Ideas & Tools for Generating Relationships at Tradeshows <ul><li>Nate Riggs, Principal & Strategist </li></ul><ul><li>Social Business Strategies </li></ul>
  2. 2. The Era of Lead Generation 2.0
  3. 3. 10 Ideas & Tools You Can Use TODAY <ul><li>Opening relationships before the show – “ I see you” </li></ul><ul><li>Listening, attraction and booth engagement – “Your welcome here” </li></ul><ul><li>Nurturing relationships after the show - “ baby steps” </li></ul>
  4. 4. 1. Use Flowtown to Locate Attendee Profiles <ul><li>Every social network requires an email address </li></ul><ul><li>Most shows provide email addresses of attendees </li></ul><ul><li>Use Flowtown to quickly and easily locate attendee profiles </li></ul>
  5. 5. 2. Socially Integrate Your Show Database <ul><li>Make sure to log all social media profiles for contacts in your database </li></ul><ul><li>Some CRM’s integrate dynamic feeds </li></ul><ul><li>Tools I suggest: </li></ul><ul><ul><li>BatchBook </li></ul></ul><ul><ul><li>HighRise </li></ul></ul>
  6. 6. 3. Build Attendee Twitter Lists <ul><li>Set up a list for the show </li></ul><ul><li>Follow the attendees you can locate and add them to the list </li></ul><ul><li>Implement the list in an aggregator like Seesmic Desktop, Hootsuite or Tweetdeck </li></ul><ul><li>Lurk, listen and engage in conversation </li></ul>
  7. 7. 4. Leverage Your Personal Profile-Based Networks <ul><li>Establish a more permanent connection and data flow </li></ul><ul><li>Typically LinkedIn, but Facebook as well – ask them what they prefer </li></ul><ul><li>Mention the show as a reason to connect – common interest </li></ul><ul><li>You MUST have a profile, be a user! </li></ul>
  8. 8. 5. Listen to the Show Outposts <ul><li>Bring an extra LCD monitor to your booth </li></ul><ul><li>Search for the name of the show on Twitter </li></ul><ul><ul><li> </li></ul></ul><ul><ul><li> </li></ul></ul>
  9. 9. 6. Use Branded Twitter Hash Tags to Create Top of Mind Booth Awareness <ul><li>Create and use a branded hash tag for your company </li></ul><ul><ul><li>Example: #SkylineEX </li></ul></ul><ul><li>Create and use a hash tag for your booth </li></ul><ul><ul><li>Example: #booth1581 </li></ul></ul><ul><li>Use both on all of your show related Tweets </li></ul><ul><ul><li>Example: Thanks to @BeOnScene for stopping by #skylineEX #booth1581 – it was great meeting you! </li></ul></ul><ul><li>Tweeting Often while at the show creates visibility! </li></ul>
  10. 10. 7. Equip Booth Staff with Smart Side Arms
  11. 12. 8. Create a Visual Experience & Give It Away <ul><li>Video interview booth visitors - feature and tag them on your company blog </li></ul><ul><li>Snap pictures of visitors, and send them those images as follow up </li></ul><ul><ul><li>Twitpic </li></ul></ul><ul><ul><li>Yfrog </li></ul></ul><ul><li>On Facebook & Flickr, tag these images with company and individual names </li></ul>
  12. 13. 9. Using Your Company Blog as Follow Up <ul><li>Write special recap posts and reactions from the show with additional information and resources </li></ul><ul><li>Ask select booth visitors to guest post on your company blog </li></ul><ul><li>Follow up with prospects to get more video interviews. </li></ul><ul><li>Use Skype Recorder for long distances </li></ul>
  13. 14. 10. Use Social Networks to Stay Visible <ul><li>Spend time learning about booth attendees from their profiles </li></ul><ul><li>Use the TripIt Application to set up live visits via LinkedIn </li></ul>