Archive | November, 2009

3 Follow-Up Tips for Your 2009 Trade Show Leads


In the end-of-year summations, the one statistic that rankles most is the lead not followed. You developed the lead at a trade show, handed off the information to the Sales department, and they did nothing with it. According to trade show research, as many as 80% of all trade-show leads meet this fate.

With these three tips, you can take control of this statistic and even turn it around. Use these ways to get back in touch with hot prospects.

1. Add them to your social network.
Google and other search engines make it easy to track down leads and discover which networks they use: Twitter, Facebook, LinkedIn, or any of the other social sites. Send them a quick message and a friend request.

2. Send holiday greetings.
Reopen negotiations with a simple non-denominational email or greeting card. Mention where you met, and let the recipient know how to get in touch with you.

3. Offer a holiday gift.
Cases of Scotch are out. According to Chris Brogan, “information is in.” Give them a taste of the services your company can provide. Offer them a free white paper to download and perhaps a discount on the first order. Your generosity might well be repaid.

And don’t forget to track the success of these strategies, so next year sales will take your trade show leads more seriously!

Did you find these tips useful?

If so, please forward the link to someone you think can benefit!

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Trade Show Training Tips: 3 Ways to Organize Your Trade Show Connections with Twitter Lists

Twitter is a fast way to reach thousands of people, but it has some issues. One is that a single tweet can easily get lost in the flood of new information. (Following Twitter has been likened to trying to get a drink of water from a firehose.) Now you can subdivide and organize your Twitter reading with a powerful new feature that will allow you to create and share smaller reading lists.

The new feature, Twitter Lists, is still in beta testing, but now is a good time to learn its secrets. You’ll find it  helpful during the peak of trade-show season. Follow these three guidelines:

1. Organize your trade show contacts with a Twitter List. Name it after the trade show, and encourage your customers to follow the list. In the frenetic trade-show atmosphere,  the list makes it easier for you to follow customers’ responses and concerns.

2. Make a list of your booth staff. Your customers can follow that list and get instant updates. It’s also a useful tool for ensuring that your staff members maintain a professional attitude even in the informal world of tweeting.

3. Have someone back at the office track the lists where your company tweets appear.  Check to see who is subscribing to your lists and your individual Twitter accounts. Track responses and complaints by list members, and deal with them immediately. That’s powerful customer service.

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