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Stop Losing Booth Visitors - A Look at Smarter Lead Retrieval & Real-time Follow-ups


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The singular purpose of exhibiting at any event is to get leads and reach out to wider audience.But how to scale up the lead acquisition? How to convert leads into customers? How to measure ROI while exhibiting at multiple events? How to send prompt and tailored follow up?
App like event2mobile Exhibitor Edition (EE) can help in lead retrieval and quick, tailored follow-up of the leads.

Published in: Sales
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Stop Losing Booth Visitors - A Look at Smarter Lead Retrieval & Real-time Follow-ups

  1. 1. Get in touch: Varun Kashiv Director - Business Solutions USA For a Quick Chat with Varun in Twitter: @VKashiv Joining with Varun, are: Mihir Shah Product Manager Stephen Blandon Senior Mobile Consultant
  2. 2. Our Global Presence Email: 168 Robinson Road, #12-01 Capital Tower Singapore 068912 Phone: +65 8428 4499 22 Cortlandt Street, Suite 1635 New York, NY 10007 USA Phone: +1 800 385 1422 Faraday Wharf, Innovation Birmingham Campus, Holt Street, Birmingham Science Park Aston, Birmingham, B7 4BB Phone: +47 46577716 SINGAPORENEWYORKUK
  3. 3. Difficulties in Lead Follow-Up Source: 2010 Sales Lead Survey by EXHIBITOR 98% of exhibitors collect sales leads at the trade shows and events Less than 70% have any formalized plan to follow-up leads after the show
  4. 4. Difficulties in Lead Follow-Up Source :2010 Sales Lead Survey by EXHIBITOR 34% of exhibitors have a formal lead-scoring or lead-ranking process Only 47% of companies track leads generated at trade shows and events throughout the sales cycle
  5. 5. Ways to Collect Lead Information Survey indicated ➔ large number of exhibitors still rely on fishbowl method of collecting business cards ➔ Those who use lead retrieval app, more than 70% rent it for some time during event Source :2010 Sales Lead Survey by EXHIBITOR Image source:
  6. 6. 10 Must-Dos for Lead Management 1. Record lead details 2. Send prompt follow up mails after booth visit along with collateral like brochure, white paper 3. Try to set-up meetings / appointments while engaging visitors at the booth & send calendar invites 4. Rank or qualify leads 5. After event follow-up email should be tailored specifying show & lead name
  7. 7. 10 Must-Dos for Lead Management 6. Follow up mails should not be rehashed press releases 7. Send white paper, ebook or interesting links during follow-up mails 8. Keep 2-3 options available for - Demo, collateral, subscription to newsletter 9. Follow up calls should not start with sales pitch but reference to event conversation 10. Make a proper nurturing program for next 3 months
  8. 8. Mobility Solution for Lead Retrieval Quick way to keep record Scan the business card or QR code Prompt, tailored mail to the lead after the visit No loss of dataEasy to qualify leads
  9. 9. Benefits for Exhibitors from event2mobile EE ➔ Go Green ➔ Showcase product collaterals using the app
  10. 10. Benefits for Exhibitors from event2mobile EE ➔ Scan business cards or QR codes ➔ Save the record ➔ Record is not lost
  11. 11. Benefits for Exhibitors from event2mobile EE ➔ Send prompt mail to leads after booth visit ➔ Send collaterals ➔ Helps in brand recall value
  12. 12. Manage Reports, Templates from CMS ➔ See reports on leads in CMS ➔ Help to qualify leads ➔ Manage email template, collateral, theme of app through CMS
  13. 13. Case Study: COGNIZANT Highlights: 1. Exhibitors were able to upload and showcase their latest marketing collaterals in digital format on iPads using event2mobile EE 2. Exhibitors were able to scan QR codes off attendee badges using e2m EE and save and download these leads in REAL TIME 3. Exhibitors were able to send instant followup emails including their marketing collaterals as attachments to all their leads directly while interacting with them using the event2mobile EE app 4. Exhibitors recorded a total of around 350 leads in a 2 hour session Cognizant a Global technology giant wanted to provide their partners with the latest state of the art lead retrieval system at their annual GAPS summit in Orlando, FL.
  14. 14. Case Study: TD Ameritrade- Self-Service Kiosk Highlights: 1. Client used event2mobile EE’s self service Kiosk mode to showcase their marketing collaterals 2. Attendees could scan their business cards directly on the app in order to receive the marketing collaterals in instant emails 3. Over 600 attendees scanned and downloaded collaterals from the Kiosk TD Ameritrade a leading brokerage firm wanted to provide their attendees an easy way to get access to their marketing collaterals by browsing on self service kiosks powered by event2mobile EE
  15. 15. event2mobile clients