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      February 2016

      3 Hot Follow-Up Strategies for Your Trade Show Leads

      When it comes to trade shows, capturing leads is only half the battle – it’s what you do with them afterwards that matters most. Here are 3 strategies that will ensure you are doing all you can when following through with trade show leads.

       Email for Everyone

      While the majority of your attention should be focused on contacting the most promising trade show leads personally, it’s important that every single person you have interacted receives a follow-up email. Avoid sending the same bland email out for every show (the subject heading should always include the specific name of trade show and the body should include your name, phone number, and personal email address). Be sure to include a picture of your trade show exhibit with lots of people around as a reminder of who you are, but make it small enough so as not to require excessive scrolling.

      Present Multiple Calls to Action

      A follow-up email should be highly interactive and invite the reader to do something after they are finished reading. For example, you can request them to watch a video presentation, download a whitepaper, subscribe to a newsletter, or ask for a demo. Whatever you do, be sure to avoid cliché phrases such as “for more information” or “to learn more”.

       Pace Yourself

      It’s important not to bombard your leads with too many emails, but at the same time, infrequent updates will make them lose interest. A mobile app program such as iCapture or Quick Tap Survey can send out initial emails while you are busy capturing leads, while other programs such as MailChimp can be programmed to send 2-3 emails a day for a few days after the show ends.

      Top 3 Trade Show Apps to Capture Leads

      Trade shows are a great way to capture leads and generate future returns on your investment, but you have to stay on top of the most current methods. While business cards are a still viable way to generate leads, there are many other high-tech ways to share and sort contact information. Here are 3 mobile apps that will let you capture leads faster than ever before.

      iCapture

      Used by the likes of Harvard University, Apple, and Ford, the iCapture trade show app utilizes a wide variety of features to capture leads with or without an internet connection. With this program, you will be able to set up attractive surveys and giveaways where people will enter their contact information for later use. In addition, you will be able to upload your own personalized logo into the survey, and even send automatic replies to email leads. Finally, iCapture fully syncs with other popular customer relations management software such as First Contact and MailChimp to ensure a streamlined experience.

      CamCard

      The CamCard mobile app is a terrific way to quickly capture multiple business cards in a short period of time. The next time someone hands you their card, simply scan it with this app to automatically lift all of the relevant contact information and store it on your phone or mobile device. The program even takes a picture of the card.

      Quick Tap Survey

      Quick Tap Survey is a mobile app that allows you to easily create interactive surveys and giveaways as a way to generate leads. Simply pick a template, add questions, and customize the design. You can use this program to personally interact with users at your booth, or simply create a stand-alone kiosk where users walk up and enter their information.

       

       

       

       

      4 Common Trade Show Mistakes (And How to Avoid Them)

      Whether it’s your first trade show or your fortieth, the goal is always to get your product out there and generate a return on your investment. With that said, even the most experienced presenter has made at least one of these common trade show mistakes in their career, and maybe they even still are. Take a look at this list to make sure you aren’t one of them!

      Jumbled Thoughts

      Whatever industry you are in, your presentation should be streamlined and concise. The average person will give your display only a few seconds of consideration at best, so you have to make the most of this time and get your point across quickly. As such, make sure your display clearly identifies your company’s name, your industry, and a problem you are solving.

      Irregular Upkeep

      Too many exhibits start out looking fresh, only to gradually become dirty and unkempt as the trade show continues. You and your staff should always keep your booth clean and fully stocked at all times. Be sure to wipe away any smudges on your exhibit and pick up any trash others have left behind – assign a maintenance schedule if you need to.

      Shunning the Competition

      We all know that the trade shows are highly competitive, but sometimes industry rivals can be your strongest contacts. You never know when a future partnership might emerge, or maybe they’ll even accidentally give away some valuable insider information. Either way, always rub elbows with your industry rivals and make your presence known.

      No Analysis Methods

      You should have a way to capture attendance metrics and calculate a budget. A good presenter always knows how much an expo costs, and how much revenue they’ll need to generate to justify these expenses. Otherwise, you are making one of the most common trade show mistakes possible!

      4 Pro Networking Strategies for Your Next Trade Show

      Trade shows are a great way to reach the public, gather contact information and generate future revenue. However, even if you have a one-of-a-kind product or service, you are only going to get as far as your backers are willing take you. With this in mind, here are some great networking strategies to land investors at your next trade show.

      Research the Guest List

      Screening your leads before an event is a great way to size up your audience and know what to expect. Sometimes a trade show will list their attendees beforehand, and this information is highly valuable for developing future networking strategies. The more you know about your audience, the more persuasive, charming and effective you will be when the moment comes to meet face to face.

      The Right Place at the Right Time

      Too many presenters hide behind a table at their trade show booth. You need to be able to engage people as they approach your exhibit, so be sure to stand (not sit) in front of the table. Maintain an inviting body posture as well: keep your hands out of your pockets, and your arms uncrossed.

      Get Them Talking About Themselves

      People love to talk about themselves, so indulge them. The more interest you show in a person, the more appealing you become to them as an associate. Be sure to interject brief bits of information about yourself and your product as you converse, but keep the focus of the conversation on them, and act upbeat without feigning interest.

      Hold a Contest

      A prize raffle is a laidback and relaxed way to obtain contact information for future leads. It is also a great way for attendees to associate you with a positive experience and remember you the next time you meet.

      5 Common Trade Show Myths Debunked

      Before the recession hit in 2008, trade shows included large booths, expensive floor space, lots of free food and tons of visitors. Almost a decade later, nothing much has changed except for the crowd. So, here are 5 common trade show myths debunked that can help you improve your trade show:

      1.     Bigger is Better

      Bigger is obviously better, but not when it comes to trade shows. It’s all about perception, because the reality is bigger booths looks empty and stale in comparison to small booths that are full. Instead, you will get a better payoff by applying big ideas to smaller spaces. If your rival is getting a bigger booth, don’t get in the race and get an even bigger booth. Take those extra dollars and enhance your smaller booth.

      2.     Booth Placement Matters

      So, your booth is tucked away in a corner and you find yourself wishing you could have bribed your way to the center aisle in the main hall. Obviously, these sweet spots are hard to come by and ultimately the position of your booth doesn’t matter as much as you think it does. Consider other factors that actually work in your favor. For example, it’s a lot easier to set up and break down your booth when you are not in the center aisle. Those 30 minutes you save skipping the crowd, you can use to prepare and engage potential customers.

      3.     Let’s Place Big Orders

      If you think big brands will just stroll by your booth and place a large order, you are missing the concept of a trade show. Everyone at the show is just too busy and distracted to actually place any orders. Instead, you should focus on networking and building rapport with potential customers. Get proactive and set up meetings.

      4.     No Technology Needed

      There has been a drop in order writing at trade shows, mainly because people are too occupied and they think there just isn’t enough time to write down orders. This scenario is not preferable because you have retailers that want to buy, representatives that want to sell for commission and managers who have to meet quotas. Plus, you and your team just put in a lot of time and money for this booth. Your product team has diligently provided samples right on time and yet we are struggling to write down orders? Remedy this situation by investing in a mobile app. Draft orders with the app and email customers right away so they can review and finalize the order.

      5.     Widening Your Network

      While it’s important to build your network, it’s also essential you develop stronger relationships with those who are already in your network. This includes all people who have helped make your business successful and are continuing to do so, such as your internal team, reps and retailers. It could be anything, a fancy dinner or a trip to the pizzeria. Use this time to get feedback from everyone so that you can make the next show even better.