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Rapid Response™ Follow Up


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Outsource Trade Show Lead Followup

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Rapid Response™ Follow Up

  1. 1. RapidResponse™ Follow-up For Trade Show Leads 07/16/10 RapidResponse Follow-up .
  2. 2. Another Successful Show <ul><li>lots of booth visitors </li></ul><ul><li>plenty of badge scans </li></ul><ul><li>a lot of business cards </li></ul><ul><li>great contacts made </li></ul>07/16/10 RapidResponse Follow-up
  3. 3. Sales Demands Quality <ul><li>Only qualified leads </li></ul><ul><ul><li>No names and addresses </li></ul></ul><ul><ul><li>No raw inquiries </li></ul></ul><ul><li>Prioritize </li></ul><ul><ul><li>A - immediate </li></ul></ul><ul><ul><li>B - back burner </li></ul></ul><ul><ul><li>C - not a prospect </li></ul></ul>07/16/10 RapidResponse Follow-up
  4. 4. So Little Time So Much … <ul><li>Emails </li></ul><ul><li>Meetings </li></ul><ul><li>Reports </li></ul><ul><li>Show planning </li></ul><ul><li>Success = lots of leads </li></ul>07/16/10 RapidResponse Follow-up
  5. 5. Trade Show Follow-up Department 07/16/10 RapidResponse Follow-up
  6. 6. Consequences of Inaction <ul><li>Lost sales opportunity </li></ul><ul><li>Dissatisfied executives </li></ul><ul><li>Unhappy customers </li></ul>07/16/10 RapidResponse Follow-up
  7. 7. Who Has the Mission? 07/16/10 RapidResponse Follow-up
  8. 8. Reasons for Inaction <ul><li>Trade shows don’t happen every day </li></ul><ul><li>Sales reps are skilled at converting leads to sales </li></ul><ul><li>Sales reps cannot leave their pipeline of qualified leads to cold call </li></ul><ul><li>Data from each show is usually different </li></ul><ul><li>Many organizations find that less than half of the sales reps even open the emails containing the trade show leads </li></ul>07/16/10 RapidResponse Follow-up
  9. 9. Decision <ul><li>Make – Do initial follow-up in-house </li></ul><ul><ul><li>Increase the urgency </li></ul></ul><ul><ul><li>Add qualification skills </li></ul></ul><ul><ul><li>Redirect resources from pipeline to cold calling </li></ul></ul><ul><li>Buy – Outsource initial follow-up </li></ul><ul><ul><li>Experienced – do it every day </li></ul></ul><ul><ul><li>Fast and consistent </li></ul></ul><ul><ul><li>Cost effective </li></ul></ul>07/16/10 RapidResponse Follow-up
  10. 10. Outsourcing <ul><li>Consulting </li></ul><ul><li>Collection </li></ul><ul><li>Conversion </li></ul><ul><li>Prioritize </li></ul><ul><li>Lead Contact </li></ul><ul><ul><li>Emails </li></ul></ul><ul><ul><li>Direct Mail </li></ul></ul><ul><ul><li>Phone Calls </li></ul></ul>07/16/10 RapidResponse Follow-up
  11. 11. Ready – Set – Go! 07/16/10 RapidResponse Follow-up