In this Leading Reach Customer Success Webinar, we go through the best ways to qualify leads at trade shows and events using the power of Leading Reach.

1. CUSTOMER SUCCESS WEBINAR
JANUARY 10, 2013
LEAD QUALIFICATION TIPS
AND TRICKS
With Mike Davitt, Customer Success Specialist

2. 2013 TRADE SHOW STATISTICS
TSNN Stats
CIER Stats
81% of trade show attendees
have buying power.
76% of trade show attendees
arrive with an agenda.
The #1 reason for attending
trade shows is to see new
products.
35% will share their findings
with 4-6 other people.
67% of all attendees represent
a new prospect and potential
customer.
83% of attendees will buy
something.
46% of trade show attendees
are in Executive or Upper
Management.
94% of attendees are
comparing products between
competitors.

3. LEAD ENGAGEMENT BASICS
1
2
• Stop prospects in the aisles outside your booth.
• Attract prospects with digital signage and screensavers.
3
• Leverage partners, clients, and sales teams to talk up
your product/service.
4
• Be direct and ask prospects exactly what they’re
interested in, even if it’s the free t-shirt.
5
• Make sure that every prospect talks to a rep.
Watch the video

4. 4 WAYS TO QUALIFY LEADS
Surveys
You never
know until you
ask.
Preliminary
Questions
Are prospects
interested in
the product or
the free
t-shirt?
Check Out
Fields
Take a mental
note and an
actual note.
Reports
Consider this
Facebook for
your trade
show leads
and monitor
all activity.

5. SURVEYS
Ask different types
of questions to
best qualify leads.
Attach surveys to
collateral browsers to
better qualify leads.
Qualify participants
based on previous answers
to survey questions.
Other customizable
features include:
• Background Color
• Background Image
• Survey Title
• Thank You Screen
• CSS/JS

6. PRELIMINARY GAME QUESTIONS
HOW IT WORKS
Helpful Tip:
Participants
must answer
these questions…!
…Before they can
play the game or
view/select content.!
Be direct and ask
attendees if
they’re interested
in your products/
services or if
they’re just
wanting to play
the game.

7. CHECKOUT FIELDS
Qualifying checkout field
examples:
• Urgency
• Next Steps
• Sales Rep
• Contact Later
• Level of Interest
• Notes
Helpful Tip:
You can still get quality lead
information without overloading
the checkout screen.
Custom field types:

8. REPORTS
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