by Charles Pacheco
on 29-08-2021

How to Maximize Leads at a Show

The Center for Exhibition Industry Research found that 80% of Show attendees are looking for new products.

Some company leaders feel attending Shows is a waste of time these days. If you don’t bother preparing to capture customers efficiently and with next steps in mind, that’s probably true.

The Center for Exhibition Industry Research found that 80% of Show attendees are looking for new products. That means they could be looking for you.
So, how do you increase your odds of making an interaction last beyond a quick “hello”?

1. Reinvigorate Past Customers

Reach out to customers who you haven’t worked with recently and who might not know what you’re up to. Turn those past customers into hot leads!
You can set up times to meet these people in person and get that valuable face-to-face time. They already know (most of) your capabilities, so they should be easier to sell.

2. Have a enquiry Form Ready

Another sign Shows are becoming a little too old-school: 59% of companies are still using paper-based lead forms and business cards to collect information from attendees.
This works fine if your people are meticulous about collecting and organizing this data, but it requires a lot of tedious, manual work. There’s also the possibility of losing forms and especially those tiny business cards.
As a time-saving alternative, you can have a tablet or laptop on hand to log prospects into your CRM immediately. Make the form simple and quick.
Just these will do:
• First and last name
• Company email address
• Industry
Unlike the old way of collecting business cards, you don't need to pay someone to enter them in your customer relationship management (CRM) system. You also don't have to worry about forgetting or procrastinating on data entry until it's too late to capture those customers. By using a tablet, their info will go right into your CRM.

3. Provide FREE Educational Resources

Want to get the booth visitors to enter their own information into your CRM? Offer a super-informative, educational e-book or other resources in exchange! Don’t forget to emphasize it’s free.

Most people go to a Show to learn about products and services, but they also want to be educated about their everyday pain points. That's how you offer more than your competitors!

Beyond the initial gratification of scoring something free, your leads should also receive motivation to continue along the buyer’s journey. So make sure your resource has follow-up content to capitalize on this awesome momentum.

About Author

Charles Pacheco

Relationship Manager , B2B Growth Hub Limited

I am a postitive, tenacious, highly motivated and self driven person and have a consistant and proven track record of success and over achievements in sales, marketing and business consultancy. I have a wealth of experience working across all business sectors and worked for large corporates extensiv...

Book a Schedule Request to Contact Message Charles

No Comments

My Blogs and Articles

03-01-2025

5 Essential Business Trade Show Tools

01-09-2020

Visualytes announce headline sponsorship of the 2020 Manx Accountancy Awards

02-10-2020

What is Find Us On Web?

26-12-2020

What are people looking to read in your community newsletter?

14-03-2021