Paul Kirch shares a strategy for creating WINS from exhibiting at events and networking. Wins is an acronym he uses to provide a strategy for maximizing event prospecting. A prospecting sales strategy is easily applied if you learn to use a WINS approach.

1. Prospecting and Lead Development
at Events
By Paul Kirch

2. Can You
Hear
Me?
Following up on leads can be an extremely frustrating process.
Prospecting and Lead Development at Events

3. Event Prospecting and Lead Nurturing
Everyone wants more WINS!
Prospecting and Lead Development at Events

4. They Told
Me to Call
They Said
They Had
Work for Me
They Won’t
Take My
Calls
They Said
They Were A
Decision Maker
They Ignore
My Emails
They Aren’t
A Sole
Decision Maker
Happy With
Current
Supplier
A Waste of
My Time?
They Seemed
Excited
Follow Up
Frustration
Wheel
Prospecting and Lead Development at Events

5. Focus On Meeting Multiple Individuals
Limit Conversations to 5 Minutes.
60 minutes=12 New Contacts
1
Pre-Plan
Do you have an attendee list? Are there prospects you
want to meet?
2
Schedule Meetings
Schedule meetings prior to attending or even while at the event. Find a
spot you can host the meetings.
3
It’s Not Show Friends
You’re there for business. Focus on meeting new people and opening
doors.
4
W
Make a Game of It
I’m going to collect ____ business cards.
5
Prospecting and Lead Development at Events
Work the Room

6. 1 Be Approachable, But Make the First Move
Show you’re interested in meeting them. Don’t wait for
people to approach you.
2 Be Confident
Know your products and services. Be confident in “why” your offering is
something others need. Believe in yourself and what you’re selling.
3
Get Them Talking
Learn to ask questions that engage and get them talking. You must
understand their needs to serve them.
4
Listening Skills
Listen to their tone, comments, and questions. Adjust your
conversation accordingly to keep them engaged.
5
Prospecting and Lead Development at Events
IInitiate
Conversation
Know Your Objective
What are you looking for? Is it to serve? Can you help
them? Can they help you?
5-7 Minute is
Optimal

7. Always Be Planning Next Steps
Focus on what the next step is. Schedule a follow-up
meeting on the spot. Gain a commitment.
1
Follow-up Strategy
Send them a follow-up message by email, referencing
their commitment. Do this as soon as possible.
2
Reminders
If you accomplished steps 1 and 2, start with a reminder upon return to the
office. You said we could talk on ____. I just want to remind you I’ll call at
____.
3
It’s Not Rejection
A commitment at an event is not a commitment to buy. They didn’t
reject you, but your business may not be the priority you want it to be.
4
Let Them Know Your Plan
If you have a verbal agreement, let them know you’re going to continue
to stay in touch.
5
Prospecting and Lead Development at Events
Next Steps
N

8. Remember Your Why
Why should they do business with you? If you believe you are providing
value, you owe it to them to earn their trust.
1
Don’t Let Time Lapse
Business cards are only valuable if they are leveraged in a timely
manner. Out of sight does truly equal out of mind. Act quickly.
2
Stay in Touch with Value
Give Value, Receive Opportunity. Continue to look for ways to be
valuable to their business.
3
Be A Resource
Find self-less ways to help them, and it can pay off in dividends.
Create loyalty by being a resource for them.
4
Stay Interested
It’s not about a quick sale. Focus on a relationship and help them feel
like a priority to you. Stay interested in their business.
5
Prospecting and Lead Development at Events
SSelfless
Approach

9. Lead Nurturing Leads to
W
Working
the Room
Lead nurturing should focus on driving engagement. Follow-up, engage and you can celebrate your WINS!
I
Initiate
Conversations
N
Next-Step
Strategy
S
Selfless
Approach
Prospecting and Lead Development at Events

10. Paul Kirch, PRC is the founder of Actus Sales Intelligence, a
firm created in 2009 to help the marketing research
professionals achieve sales success through relationship
building and strategies which create loyalty and trust.
Paul Kirch, PRC
CEO of
Actus Sales Intelligence
Actus is a Latin word meaning perfection, determination and complement.
These are the words that make up the foundation of the brand Actus Sales Intelligence.
Prospecting and Lead Development at Events
Paul has a diverse background stemming from more than 25 years of professional
experience. His early years were spent in operational roles at the world famous Gallup
Organization, where he spent 10 years working with some of the largest companies in the
world. In 2000, he took his first sales position, which opened his eyes to a new world of
opportunities. This led on a journey of learning and development, which has benefited
him since his first sales call. In 2009, after serving in a successful sales leadership role,
he knew his next chapter would help him impact the lives of others through his own brand,
called Actus Sales Intelligence, where the motto is “Sell Smarter.”

11. Contact Us
Actus Sales Intelligence
info@actussales.com
http://actussales.com
Toll free: (844) 222-8876
Prospecting and Lead Development at Events