Turning Trade Shows Into Leads Machines
When you’re looking for ways to get leads, it’s always easy to keep the search online only because it offers the greatest reach to the largest potential audience, but could trade shows be a fit for your business?
However, the real world has the emotional impact of the face-to-face to offer. For that reason, trade shows, conferences, and other industry events can be machines for lead generation, if you’re willing to put the work into them.
Perfect your pitch at your trade show booth
You need at least a 30-second pitch that you can deliver on demand for anyone who comes to visit your booth. However, while a great sales pitch is essential, it also needs to be supported by the ability to be flexible and to incorporate the other person into the conversation as much as possible.
Learn about them, learn their needs, and learn how to join the dots, showing them how your product or service directly serves those needs.
How to Stand out in your trade show displays
If you’re attending a trade show or conference on the industry side, then you’re going to want a spot for a booth. Working with a professional team to design a trade show booth is crucial if you want to make sure that your brand is represented in the best possible quality.
However, booth positioning is very important, too. Signing up for trade shows as early as possible can help you get a little more choice in where your booth is positioned. You want to be relatively close to the entrance to make sure you get plenty of foot traffic, for one. Unless they are a direct competitor, positioning next to or near some of the biggest and most well-known attendants can help as well.
Leave your mark at trade shows
One of the best parts of the trade show is the goodies, everyone knows that. You need to bring some swag that you can use to entice attendees, thank them for spending their time with you, and to give them a lasting reminder of your brand and products/services. The best trade show is practical, but also appealing.
If you design a t-shirt, for instance, you can go the route of simply adding your branding to it. However, more marketing savvy companies are opting for slogans and designs that are relevant to their business but have some stylish or emotional appeal to the wearer.
Never forget to follow up after your trade show
Learning to recognize valuable leads is key during the trade show. You want to make sure you’re spending time mostly on those who are likely to convert. This means learning to identify those who are only there for the swag, or who aren’t as interested in the product.
Once the trade show is over, send a little thank you email to everyone who shared their details, but start getting into further conversation with those who seemed most interested. Direct engagement is key not only to lead building but to building customer loyalty, too.
Trade shows can and be a part of your marketing plan and leads building strategy. There are few better ways to convince people to join the brand than to engage them in a conversation. What’s more, it helps gives your brand the visibility, prominence, and prestige it needs to keep growing if you do it right.
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