CUSTOMER SUCCESS WEBINAR
DECEMBER 6TH, 2013

TRADE SHOW FOLLOW-UP
BEST PRACTICES
With Mike Davitt, Customer Success Specia...
THE PARTICIPANT LIFECYCLE
1
2
3
4
5

•  Participant enters trade show booth.
•  Participant talks to rep or engages with c...
BEFORE THE SHOW
TRAIN YOUR BOOTH STAFF
• 
• 
• 
• 
• 
• 

Familiarize staff with available Content.
Demonstrate how to ent...
BEST WAYS TO FOLLOW UP

SCHEDULED
REPORTS

PERFORMANCE
MONITORING

CRM INTEGRATION
+ SALESFORCE
HOW IT WORKS

HOW IT
LOOKS IN
SALESFORCE
SCHEDULED REPORTS
NEW PARTICIPANT REPORT
Simple report that alerts users to all new
participants over a given time period
...
PERFORMACE MONITORING
PARTICPANT
MONITORING
•  See participant
record info and
updates
•  Total downloads
•  Total request...
OTHER FOLLOW UP TIPS
CONTENT

APPLICATIONS

SCREENSAVERS

Figure out which piece
content is working best
and getting the m...
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Trade Show Follow-Up Best Practices

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Leading Reach presents Trade Show Follow-Up Best Practices. This slide show accompanies a Customer Success Webinar that was held for Leading Reach for Events clients in December 2013. Leading Reach is the top provider in trade show lead engagement software.

Published in: Marketing, Technology, Business
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Trade Show Follow-Up Best Practices

  1. 1. CUSTOMER SUCCESS WEBINAR DECEMBER 6TH, 2013 TRADE SHOW FOLLOW-UP BEST PRACTICES With Mike Davitt, Customer Success Specialist
  2. 2. THE PARTICIPANT LIFECYCLE 1 2 3 4 5 •  Participant enters trade show booth. •  Participant talks to rep or engages with content library. •  Participant selects desired content. •  Participant enters basic information and receives email with selected content. •  Rep monitors participant activity after the show.
  3. 3. BEFORE THE SHOW TRAIN YOUR BOOTH STAFF •  •  •  •  •  •  Familiarize staff with available Content. Demonstrate how to enter a Participant. Run through the Participant lifecycle. Describe different Applications and their locations. Enforce the use of Leading Reach. Give specific goals for Participants entered.
  4. 4. BEST WAYS TO FOLLOW UP SCHEDULED REPORTS PERFORMANCE MONITORING CRM INTEGRATION
  5. 5. + SALESFORCE HOW IT WORKS HOW IT LOOKS IN SALESFORCE
  6. 6. SCHEDULED REPORTS NEW PARTICIPANT REPORT Simple report that alerts users to all new participants over a given time period UPCOMING CAMPAIGNS REPORT Your complete upcoming campaigns overview alert—great for keeping track of multiple events during a busy trade show season CAMPAIGN SUMMARY REPORT A wrap-up report on your recent event’s activity best employed immediately following an event or in the following weeks. CONTENT PERFORMANCE REPORT Want to know how your new marketing materials and digital collateral faired at your last event? This report is for you! REPORT SETTING OPTIONS
  7. 7. PERFORMACE MONITORING PARTICPANT MONITORING •  See participant record info and updates •  Total downloads •  Total requests •  Last campaign •  Last application •  Desire to be contacted CONTENT MONITORING •  Title of content •  Type of content (URL, PDF, video, etc.) •  Number of applications in •  Total downloads •  Total requests •  Total views •  Content link or URL ACTIVITY MONITORING •  Content requests •  Content downloads •  Device IP address •  Content views •  New participants •  Campaign •  Application •  Content item •  Content URL
  8. 8. OTHER FOLLOW UP TIPS CONTENT APPLICATIONS SCREENSAVERS Figure out which piece content is working best and getting the most views Utilize the different application types: games, surveys, simple lead collection forms, etc. Try out different screensavers at each station to see which ones generate the most interaction Determine if certain content types are more popular than others and which ones your prospects enjoy the most Use the applications that are the most successful Sparksight can help if you need awesome screensavers designed for you
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