Given the state of the economy and the pressure on businesses to do more with less – especially when it comes to marketing activities – making sure your trade fair investment pays off is more important than ever.
The good news is that attending trade fairs that attract targeted prospects for your products or services is already a job half done. The prospects are there and are in the right frame of mind to listen to your marketing message.
So what is the best way to turn those prospects into buyers?
Qualify Your Leads – just by talking with many of the visitors to your exhibition stand will help you weed out the hot prospects. The important part is remembering who they are after a day or two of talking to scores of visitors. There are technological solutions available, including lead retrieval software and badge scanners with custom qualifiers that help you keep track of your best prospects. At the very least, a paper lead form will allow you to jot a few notes to remind yourself of the important leads.
Rate Your Leads – it can be as simple as hot, warm or cold, but however you do it, rating your trade fair leads will give your sales team the important information they need to know on who to follow up with first.
Hand Off Your Leads – don’t wait until after the trade fair is over before distributing your leads to your sales group or that hot lead could start to cool. Hand off your best leads at the end of each day and get a jump on wrapping up the sale.
Stay in Touch with Your Leads – send an email to all your exhibition stand visitors to thank them for dropping by and ask if they have any immediate needs. Consider setting up an auto responder series of emails to stay in touch over the next few months.
Of course, the best way to increase trade show sales is by having an exhibition stand that displays your products best and delivers an impactful marketing message – something you can obtain easily by contacting Discount Displays on 0844 800 1020 or by visiting our website.