And when we say fast, we mean like instantaneous follow-up, while you are still on the tradeshow floor.
Modern Tradeshow Intelligence
It was the mid-70s. There were five companies manufacturing credit card imprinter machines, those once ubiquitous manually operated devices that were used at point of sale to record credit card transactions. Two companies were members of the Fortune 500. One was a Fortune 1000 company. Of the remaining two, one had been in the business of manufacturing these devices for a half-dozen years, run by an experienced executive.. The remaining firm was a two-year old start-up. The two Fortune 500 companies made the best equipment. The startup's equipment, not surprisingly, was at the other end of the quality spectrum.
Topics: Sales Lead Follow Up
EXHIBITOR magazine conducted its 2010 Sales Lead Survey and discovered some interesting trends. They found that despite the oft quoted industry myth that 80 percent of leads never receive post-show follow-up, four out of 10 respondents report that upwards of 80 percent of the leads they collect at trade shows and events do receive follow-up communication.
In terms of lead qualification, only 34 percent of respondents have a formal lead-scoring or lead-ranking process designed to prioritize follow-up or gauge the potential value of each lead (the majority of those scoring/ranking procedures were developed jointly by the sales and marketing departments). And those leads are typically qualified during formal or informal conversations between staffers and attendees (only 18 percent use surveys to qualify leads). But despite the importance placed on those staffer/attendee conversations, nearly 20 percent of survey respondents fail to train their booth staffers on lead-qualification tactics.
Today's lead retrieval systems make it easier to qualify leads. The iPhone's easy interface is a natural fit for lead retrieval - check out the world's first app for lead retrieval here.
Topics: Convention Center, Trade Show Lead Retrieval Equipment, rent scanners, Tradeshow services, qualifiers, lead retrieval system, iphone Lead retrieval, Convention registration services, Convention Planner, Trade Event Organizers, Lead Retrieval Mobile App, Trade Show Organizers, Electronic leads, Event services, Exhibitor lead retrieval, Registration Contractor, iLeads Mobile App for iPhone, Corporate Events, Lead Retrieval Equipment, Sales Lead Follow Up, Event Organizer, Show Planner, Tradeshow iPhone App
What make a great salesperson? Number one on my list is persistence. Without persistence, nothing else matters much. Calvin Coolidge (my favorite president) once said, “Nothing in the world can take the place of persistence. Talent will not. Nothing is more common than unsuccessful men with talent. Genius will not. Unrewarded genius is almost a proverb. Education will not. The world is full of educated derelicts.”
Turning a sales lead into a sale requires persistence. Let me give you one example. Back in the late 60s I was in sales at United Air Lines in New York City. A very successful salesman by the name of Cliff Zabca had been trying to see a major account for months. The man was always too busy. One day Cliff stopped by his prospect’s Midtown office just as the man was about to leave. “Can’t see you now, Cliff. I’ve got to catch a cab to LaGuardia.” Some people would see that as a barrier. Cliff saw it as an opportunity. He accompanied his prospect down the elevator onto the street where he hailed a cab for the man, then jumped in the cab with him. He then had a half-hour of the man’s undivided attention. And, yes, he did make the sale..
Topics: Trade Show Sales, lead retrieval system, trade, iPad and iPod Touch, systems, Lead Nurturing, Exhibitor lead retrieval, Leads Management, lead retrieval, trade show leads, Trade Show, Sales Lead Follow Up, Tradeshow iPhone App, scanner, Exhibiting at Trade Shows
In Manhattan, you don’t open your back door to let Fido take his morning constitutional, you walk him. Of course, there are some busy (and probably very affluent) New Yorkers who hire someone else to walk Fido. I always marvel when I see a dog-walker with a half-dozen dogs happily marching up the avenue. These dogs never seem to bark or mix it up with one another. Good breeding? Who knows?
But for those like me who walk their own dog, Fido, or in my case Bubbles, serves as much as a name badge as the badge you would wear at a trade show. When a fellow dog walker that I see regularly approaches, it is just as likely that he’ll greet Bubbles by name as he will say, “Hello, Lew”. The fact is, as many people know me by my “badge” Bubbles, as know me by name. I, too, will usually know the name of someone’s dog before I learn the owner’s name.
Topics: qualifiers, lead retrieval system, iphone Lead retrieval, Lead Retrieval Mobile App, Trade Show Organizers, Event services, Exhibitor lead retrieval, Lead Retrieval badge scanner, trade show leads, iLeads Mobile App for iPhone and iPod Touch, Sales Lead Follow Up, Tradeshow iPhone App, Exhibiting at Trade Shows
We want your opinion! Last week on our LinkedIn discussion group: iLeads: Trade show Lead Retrieval App Fan Page - I posed the question: How important is it to add qualifiers, survey questions and notes to trade show leads?
Topics: Lead Generation, iLeads Lead retrieval App, Trade Show Lead Retrieval Equipment, Lead Qualifiers, iLeads, Leads Management, iLeads Mobile App for iPhone, trade show leads, Sales Lead Follow Up, tradeshow lead, Lead Capture System, Why Exhibit at Trade Shows, Tradeshow iPhone App, Exhibiting at Trade Shows