Ways,Improve,Lead,Follow,After marketing 5 Ways To Improve Lead Follow Up After Trade Show Displays
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Tracking leads is a complicated process that has a lot of opportunity for human error. Some of that opportunity can be eliminated by following simple steps that consolidate responsibility for lead follow up and provide more detailed information about leads. These simple steps are easy to implement and in some cases require little or no additional financial outlay. When implemented, they provide tremendous return on your trade show installation investment. 1. Use Technology To Track Leads At Your Trade Show DisplaysPrograms now exist that allow you to track your leads as they visit your trade show installation. These programs are invaluable because they provide you with a wealth of information more quickly than an interview or a comment card. In addition, the visitor's information is already stored electronically before he or she has even left the booth. You and your staff will save hours of work by avoiding manual data entry into the computers at your office. 2. Establish A Constant System To Rate Leads For Follow UpEnsure that everyone staffing your trade show displays knows how to rate a lead. Leads should be evaluated based on their likelihood to become clients. Your rating scale can be as detailed as you like, but it is generally best to keep the range of scores small. Perhaps choose 1 for unlikely, 2 for moderately likely, and 3 for highly likely to become a client. The exact numbers don't matter. What is vital is that everyone staffing your booth follows the same pattern and uses the same numbers. These numbers are then guidelines to use when evaluating progress after the convention. 3. Appoint A Single Staffer To Manage All Leads From A Given Trade Show InstallationHaving one point person for each convention you attend is a great way to ensure that leads are managed well. This point person should not be responsible for contacting every lead himself or herself. You might consider having the point person contact those leads determined most likely to become clients, or you might have him or her in a purely supervisory role. Whatever your choice, having one person in charge of lead management, from the trade show displays until all leads have been resolved, helps ensure that no lead falls through the cracks.4. Whenever Possible, Keep Leads In Contact With Their Original StafferEven though contact between a trade show installation staffer and a visitor is usually quick, there is value in having that same staffer be the one to make the follow-up call. If you've filled your booth with people from your regular crew, you can easily follow this tip. However, if your staff members were hired for the day, it may not be beneficial: the lead will expect detailed knowledge of your business, which a day staffer might be unable to provide. 5. Always Follow Up PromptlyAfter a week, even the hottest lead will begin to cool. Once the trade show displays have been taken down, the convention fades from memory. Your excellent products seem less interesting as they recede further from immediate thought, and soon enough they may be forgotten altogether. Your company needs to take the initiative and reach out to leads with thank-you notes, a gift, and any other methods you think might be effective. If there is one tip to prioritize above all others, it would be this one. However, combining all five will have the best impact on the amount of new business your convention presence generates.
Ways,Improve,Lead,Follow,After