Qualify Leads at Qualify Leads at Trade ShowsTrade Shows

Kristin HovdeKristin Hovde

Smash Hit DisplaysSmash Hit Displays

Should You Talk to Every Should You Talk to Every Visitor?Visitor?

With hundreds of people stopping by With hundreds of people stopping by your your trade show boothtrade show booth, it can be , it can be difficult to talk to every single difficult to talk to every single person. person.

Although you should acknowledge Although you should acknowledge every attendee that stops by, give every attendee that stops by, give more attention to the more more attention to the more interested ones. interested ones.

How to Turn Leads into How to Turn Leads into SalesSales

Watch their body languageWatch their body language Create lead formsCreate lead forms Have a coding systemHave a coding system Collect and give business cards Collect and give business cards Follow up Follow up

Watch Their Body LanguageWatch Their Body Language

Are the attendees making eye Are the attendees making eye contact with you?contact with you?

Do they seem intrigued by your Do they seem intrigued by your trade show displaystrade show displays??

If you answered “yes” to at least one If you answered “yes” to at least one of these questions, chances are they of these questions, chances are they are willing to discuss your products are willing to discuss your products or services. or services.

Don’t Wait Too LongDon’t Wait Too Long

If your convention booth visitors If your convention booth visitors seem interested, don’t give them seem interested, don’t give them time to change their mind. time to change their mind.

Approach them within a minute to let Approach them within a minute to let them know you see them and are them know you see them and are willing to answer any questions they willing to answer any questions they have. have.

Create Lead FormsCreate Lead Forms

Relying solely on business cards is Relying solely on business cards is not a good way to collect lead’s not a good way to collect lead’s information – cards can easily get information – cards can easily get lost or misplaced. lost or misplaced.

Create lead forms that contain all of Create lead forms that contain all of the info found on business cards, as the info found on business cards, as well as a few questions to help you well as a few questions to help you determine the interest this person determine the interest this person has in your products/services. has in your products/services.

Lead Forms for iPhones and Lead Forms for iPhones and iPadsiPads

iLeadsiLeads from Bartizan Connects from Bartizan Connects Lead Form for iPadsLead Form for iPads

iLeads from Bartizan ConnectsiLeads from Bartizan Connects Lead Form for iPadsLead Form for iPads

Make a Coding SystemMake a Coding System

If you are using printed lead forms, it If you are using printed lead forms, it will be easier to differentiate the hot will be easier to differentiate the hot leads from the cold ones by having a leads from the cold ones by having a coding system. coding system.

One example would be to right a big One example would be to right a big A, B, or C at the top of each form: A, B, or C at the top of each form: A – Hot LeadsA – Hot LeadsB – Warm LeadsB – Warm LeadsC – Cold LeadC – Cold Lead

As You Go Through the As You Go Through the FormsForms

Contact the hot leads before the Contact the hot leads before the other ones since they are more other ones since they are more serious buyers. serious buyers.

Hand Out and Collect Business Hand Out and Collect Business CardsCards

Although you shouldn’t rely on Although you shouldn’t rely on business cards for leads, it is still business cards for leads, it is still handy to have their cards with the handy to have their cards with the form. form.

Make sure to keep a stack of your Make sure to keep a stack of your business cards with you also to hand business cards with you also to hand out to all interested buyers. out to all interested buyers.

Follow upFollow up

Once the event is over, make the most of Once the event is over, make the most of the information you received from your the information you received from your leads. leads.

Send out handwritten thank-you cards or Send out handwritten thank-you cards or give them a call to tell them how much you give them a call to tell them how much you appreciate talking to them at the event. appreciate talking to them at the event.

By taking this step, you’ll set yourself apart By taking this step, you’ll set yourself apart from the competition; they’ll be more likely from the competition; they’ll be more likely to buy from you when they are ready. to buy from you when they are ready.

Have More Trade Show Have More Trade Show Questions?Questions?

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