Wouldn't it be great if...your exhibition leads followed up with you, rather than you chase them?
Imagine a world where, after a trade show, your leads are the ones eager to follow up with you rather than your sales team being ghosted. Sounds ideal, right? But what happens in reality? Exhibitors scan a badge and expect people to pick up the phone or respond to our never-ending emails.
Here are five things that will make attendees want to reach out to you:
1. Build a Personal Connection: Building a genuine rapport with attendees can make a significant difference. Engage in meaningful conversations, listen actively, and address their specific needs. When people feel a personal connection, they are more likely to follow up.
2. Offer an Ideal Solution to Their Problem/Aspiration: Ensure your product or service is presented as the ideal solution to a problem or aspiration they have. Demonstrate how it can address their pain points effectively. When attendees see that you understand their challenges and can offer a tailored solution, they are motivated to reconnect.
3. Demonstrate Value for Money: Clearly communicate the value and return on investment your product or service offers. Highlight any exclusive trade show discounts or offers. When attendees perceive a good deal and potential cost savings, they are more likely to follow up.
4. Memorable Experience and Curiosity: Create an engaging and memorable experience at your booth. Use interactive demos, live product showcases, and unique presentations to spark curiosity. When attendees are intrigued and remember their positive experience, they are more likely to reach out to learn more.
5. Easy Next Steps and Accessibility: Make it simple for leads to follow up. Provide clear calls to action, such as scheduling a demo, signing up for a webinar, or accessing exclusive content. Ensure your contact information is easily accessible and that you're responsive to inquiries.
By focusing on these five elements, you can create an environment where your leads are motivated to follow up with you, reducing the need for you to chase them.
Remember, the goal is to build relationships and provide ongoing value, so your leads naturally want to stay connected.
Simply scanning a badge does not motivate people to follow up with you.
If you would like to optimize your engagement process, please DM me today!
(Thanks to Liz Lathan, CMP and Andrew Thorp for their inspiration this week which resulted in this post).
#TradeShowTips #LeadGeneration #CustomerEngagement #SalesStrategy #exhibitions #tradeshows