We are planning on attending a few upcoming trade shows for clients later this month and are in the planning process of how to maximize sales results at each venue.
For one event, our client is a sponsor and will have a booth at the event. At the other event, we are simply planning to walk the trade show floor. In both cases, our goal is to secure tangible, qualified leads and gain some insight into the competitive landscape.
I remember years ago, I was going to an event with a client and I asked, “What is our goal?” He responded by saying, “You go that way, I will go this way, and lets see who gets the most pens”. Clearly, this is not the reason to attend an event, but it is true, there are a lot of free pens at events.
Instead of pens, I suggested we should aim to have a lead generation contest. We set targets for five leads each and the outcome was fairly successful. From my memory, he generated four and I generated seven – not bad for a few hours of work.
When you are planning on exhibiting at an event or simply going to walk the floor, a few sales tips to make your event a lead generation successful include:Continue Reading →