Trade Show Follow Up


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80% of all sales leads from a trade show are never followed up. 80% are not in buy more and 80% don't buy until after 5 touches.

Here is a process you can use to go after a vast majority of sales leads and bring them into your sales funnel.

Published in: Self Improvement
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Trade Show Follow Up

  1. 1. Trade Show Follow Up <ul><li>Presented By: </li></ul><ul><li>Chris Hamilton </li></ul><ul><li>STAD Consulting </li></ul><ul><li>Kersten Kloss </li></ul><ul><li>Refreshed IT </li></ul>
  2. 2. Agenda <ul><li>Follow Up </li></ul><ul><li>1 Great Process To Get More Sales </li></ul><ul><li>Do’s and Don’ts </li></ul>
  3. 3. Follow Up <ul><li>Call or Email </li></ul><ul><li>Have more than 1 option </li></ul><ul><li>Have an entry level and 1 other option </li></ul><ul><li>Potentially make the back up educational </li></ul><ul><li>As to be on a newsletter </li></ul>
  4. 4. How to Follow Up
  5. 5. Timing <ul><li>As soon as you can </li></ul><ul><li>Do not wait any more than 2 weeks </li></ul>
  6. 6. The Process
  7. 7. The Stats <ul><li>80% of leads are not followed up on </li></ul><ul><li>80% of leads are not set to buy </li></ul><ul><li>80% of leads don’t buy until after the 5th contact </li></ul>
  8. 8. The Math: <ul><li>Start with 100 </li></ul><ul><li>20% of 20% = 4 </li></ul><ul><li>Less than 5 touches = 0.8 </li></ul>
  9. 9. Could Be: <ul><li>Start with 100 </li></ul><ul><li>80% of 80% = 64 </li></ul><ul><li>5+ touches = 51.2 </li></ul>
  10. 10. So... <ul><li>Even if half of the leads where to potentially buy in the future, then you will have a 32 X’s greater chance of getting business </li></ul>
  11. 11. The Process <ul><li>Email campaign </li></ul><ul><li>4, 14, 30 and 30 repeat </li></ul><ul><li>Segment </li></ul><ul><li>Track </li></ul><ul><li>See links they click on </li></ul>
  12. 12. Email Campaign <ul><li>Add names to the email service </li></ul><ul><li>Craft a follow up letter </li></ul><ul><li>Send the letter </li></ul><ul><li>Track the Clicks </li></ul><ul><li>Create follow up emails </li></ul><ul><li>Track and follow </li></ul>
  13. 13. See Who Opened:
  14. 14. See How Many Opens
  15. 15. What They Clicked:
  16. 16. Follow Up <ul><li>See who clicked </li></ul><ul><li>How much they clicked </li></ul><ul><li>See what they clicked </li></ul><ul><li>Build a plan of attack </li></ul><ul><li>Get the Business!!!! </li></ul>
  17. 17. Email Services: <ul><li>AWeber </li></ul><ul><li>Constant Contact </li></ul><ul><li>Vertical Response </li></ul><ul><li>MailChimp </li></ul>
  18. 18. Dos and Don’ts
  19. 19. Do’s <ul><li>Follow Up </li></ul><ul><li>Have a call to action </li></ul><ul><li>Have an offer </li></ul><ul><li>Don’t want to buy - Get them on a newsletter </li></ul><ul><li>Don’t have permission to email - Call & Ask </li></ul><ul><li>Evaluate what worked and what didn’t </li></ul>
  20. 20. Don’ts <ul><li>Don’t email if you don’t have permission </li></ul><ul><li>Do not add to email newsletter if they didn’t give permission </li></ul><ul><li>Don’t wait too long </li></ul><ul><li>Don’t forget to continue send info </li></ul>
  21. 21. One Last Trick
  22. 22. Offer <ul><li>Set up process </li></ul><ul><li>Do lead nurturing for you </li></ul>
  23. 23. Upcoming Net Casts <ul><li>For upcoming Net Casts: </li></ul><ul><li> </li></ul><ul><li>or </li></ul><ul><li> </li></ul><ul><li>Email us to get receive updates of our weekly events </li></ul>
  24. 24. How to Reach Us: <ul><li>Kersten: </li></ul><ul><li>[email_address] </li></ul><ul><li>403-775-6969 Ext. 2 </li></ul><ul><li>Chris: </li></ul><ul><li>[email_address] </li></ul><ul><li>403-775-6969 Ext. 1 </li></ul>