Want a proven way to fill your sales pipeline with quality leads… QUICKLY?
Believe it or not trade shows are still one of the most effective ways to generate leads and close deals. They bring your brand directly in front of buyers who are ready and willing to make a purchasing decision.
Here’s the issue…
Shows are insanely competitive. Most businesses throw up some banners, hand out some flyers and pray for sales leads.
But attending a trade show doesn’t need to be a shot in the dark.
Successful businesses treat trade shows like strategic lead generating machines. So let’s talk about how you can too… starting with your exhibition stand rental.
What you’re going to learn
- Why Trade Shows Are STILL King For Generating Leads
- How Choosing Exhibition Stand Rental Gives You An Advantage
- 5 ridiculously effective trade show strategies to turbo charge leads
- How to follow up trade show leads to turn them into sales
Why Trade Shows Are STILL King For Generating Leads
Ok – calm down we’re not rushing back into crowded exhibition centres just yet.
Trade shows are not dead… in fact, they’re thriving.
Statistics show that 81% of trade show attendees have purchasing authority.
If your product or service solves a problem they’re looking to solve, these attendees have the power to buy from you right then and there.
Trade shows literally put you in front of qualified buyers. Where else can you spend a day face-to-face with hundreds of people that are already interested in what you sell?
Which explains why 85% of exhibitors say the main reason they attend a show is to generate leads and drive sales.
And better yet…
Trade show leads convert at a much higher rate than sales calls alone. According to new data, shows generate 38% more leads at a LOWER cost than non-trade show marketing channels.
But to cash in on this sales heaven, you need a killer exhibition stand rental strategy…
How Choosing Exhibition Stand Rental Gives You An Advantage
You can’t just rock up to a trade show with a fold up table and call it a day.
If you want to stand out from the competition, investing in a professional exhibition stand rental gives you BIG advantages over DIY options.
Here’s why…
Your exhibition stand is literally your businesses shopfront on the trade show floor. It represents who you are and what you sell.
If it doesn’t look professional or catch people’s attention within seconds… you’ll be sacrificed on the alter of background noise.
Busy show floors are insanely competitive. Research shows attendees spend barely ANY time at unprofessional stands.
That’s why investing in a smart exhibition stand rental can make all the difference. Whether you need expert Birmingham exhibition stand design or a setup for a national expo, a professional exhibition stand rental solution will stop visitors in their tracks.
5 ridiculously effective trade show strategies to turbo charge leads
Now that you know how to stand out with exhibition stand rental – let’s look at trade show strategies that will get you RESULTS.
Create An Experience, Don’t Just Wait For People To Come To You
Nobody likes sitting through some sales guy yammering on about how great his products are.
The most successful exhibitors at trade shows CREATE an experience that pulls visitors into their stand.
From product demos, to interactive touchscreens, live workshops and games… if it gets your visitors excited and interacting with your brand, do it.
Qualify Leads Before You Waste Anyone’s Time
They say not all sales leads are created equal.
And not all trade show leads deserve your time either.
You need to be able to qualify leads on the spot BEFORE you waste anyone’s time with a sales pitch.
Educate your team to politely ask questions at the start. Get them to qualify the visitor based on their job role, challenges they’re facing and if they have purchasing authority.
Boom. Instantly cuts down the amount of time your team wastes following up leads that don’t fit your ideal customer profile.
Use Digital Lead Capture
It goes without saying how outdated business card traps are.
Save yourself the hassle and USE digital lead capture at your show stand.
From quick QR codes, tablet data capture to even badge scanners. There are plenty of ways to quickly capture contact info straight into your CRM.
Boom. Instant, mess free data that you can set alerts to action ASAP after the show.
Make your Stand A Destination
The most successful stands at trade shows aren’t just stood around waiting for people to care about their product.
They create a reason for visitors to come to THEM.
Offer free refreshments. Host mini-sessions on key topics related to your product or service. Run competitions that visitors can enter by visiting your stand.
Simple ideas like this create a reason for visitors to track you down. Which means more foot traffic and MORE leads.
Promote Before The Show Starts
Let’s say your exhibition stand rental is ready to wow crowds.
Your team are experts at qualifying leads on the spot.
You’ve invested in world class digital lead capture technology.
AND you’ve found ways to make your stand a show stopping destination.
Now what?
Simple. Promote. Promote. Promote.
The process for generating leads starts WAY before the doors open. Use social media, email marketing and good old fashioned outreach to get the word out you’ll be exhibiting.
Set up meetings in advance. Identify key prospects you want to speak with and reach out BEFORE the show starts. That way you can book in valuable face time with quality leads while you wait for the show to start.
The follow-up method that closes leads (Fast!)
Here’s the fun part…
This is also where MOST businesses completely FAIL.
Recent research found that an astonishing 80% of trade show leads are left to die on the vine.
Can you guess how much time and money is flushed down the toilet by not following up on leads?
Hundreds. If not thousands. Of dollars.
All that money spent on exhibition stand rental, travel costs, staffing your stand. Gone.
You know why?
Because your competition followed up and you didn’t.
Follow up quick.
Specifically within 24-48 hours of meeting the lead face-to-face.
Remember 67% of trade show leads are new customers. If you want to crush your competition, strike while its hot.
Here’s a sample template to follow up new trade show leads:
- Day 1-2 Follow up with personalised email referencing your conversation at the show.
- Day 3-5 Follow up with some extra value. Share a case study that showcases how your product helped another business like theirs.
- Day 7-10 Boom or bust. Make the call. Phone them directly to setup a meeting or demo.
Work through your leads quickly. The fastest people to follow up are the ones who will grab the majority of sales.
Bringing It Home
Trade shows give you access to a concentrated pool of qualified buyers that you would struggle to get anywhere else.
So take advantage. Use trade shows as a lead generating machine.
Remember…
- Show up with professionalism and a booth that commands attention.
- Qualify leads on sight. Make sure your team only wastes time following up on quality leads.
- Use digital tools to effortlessly capture lead data.
- Follow up leads ASAP. Don’t let your competitors steal your hard earned leads.
Trade shows are nothing without a solid follow up strategy. So get out there and bring home those sales.
