leads from exhibitions
Discussion
we are exhbiting at the NEC this week, and just wondered what everyone does with leads generated on the days?
We have CRM now implemented, so will ensure that everything ends up in there, so that I can judge the success of the exhibition.
We normally just fill out info on a piece of paper, then distribute to appropriate rep afterwards, but will also be doing as above now.
We have CRM now implemented, so will ensure that everything ends up in there, so that I can judge the success of the exhibition.
We normally just fill out info on a piece of paper, then distribute to appropriate rep afterwards, but will also be doing as above now.
Make sure you follow them up, and as quickly as possible. It amazes me how many organisations I have spoken to at exhibitions who have taken my details, for things I have interest in, but have never got in touch with me again. I do wonder why they spend the money.
On paper to the rep and in the CRM system sounds right, but make sure you get feedback from the reps to find out what happens, it is the only way to judge return on investment and make the decision again for future exhibitions.
On paper to the rep and in the CRM system sounds right, but make sure you get feedback from the reps to find out what happens, it is the only way to judge return on investment and make the decision again for future exhibitions.
Edited by andyps on Monday 9th February 14:59
Hi Tim,
You might find it useful to allocate an 0844/5 number to each rep at the event, and print on their business cards.
You can get and forward these numbers for free - I've got a web address somewhere if you need one - then you'll be able to login and see how many incoming calls you've had to those numbers.
This helps calculate leads generated and also a slight indicator to the conversion ability of the rep.
Hope you're well,
Don
You might find it useful to allocate an 0844/5 number to each rep at the event, and print on their business cards.
You can get and forward these numbers for free - I've got a web address somewhere if you need one - then you'll be able to login and see how many incoming calls you've had to those numbers.
This helps calculate leads generated and also a slight indicator to the conversion ability of the rep.
Hope you're well,
Don
Hi Don and Andy,
Great idea Don, but the business cards issue does mean printing more out which are of limited use 364 days of the year. As an SME, another expense that we could do without!
Certainly, I will call select clients a month after to ensure that the leads have been followed up, part of QC.
Great idea Don, but the business cards issue does mean printing more out which are of limited use 364 days of the year. As an SME, another expense that we could do without!
Certainly, I will call select clients a month after to ensure that the leads have been followed up, part of QC.
Hi Tim
Hope you're well! (better than last week
)
I understand Ellie has been looking after you and everything is on for delivery tomorrow.......I know it will look the nuts! If you get chance can you please take a photo in situ and email it over....and don't forget to follow the leads quickly after the event.
Speak soon and I hope it all goes well
Cheers
Martin
p.s. you can borrow the gun from my office it will help your staff pull their weight
Hope you're well! (better than last week
)I understand Ellie has been looking after you and everything is on for delivery tomorrow.......I know it will look the nuts! If you get chance can you please take a photo in situ and email it over....and don't forget to follow the leads quickly after the event.
Speak soon and I hope it all goes well
Cheers
Martin
p.s. you can borrow the gun from my office it will help your staff pull their weight
CR0X said:
Great idea Don, but the business cards issue does mean printing more out which are of limited use 364 days of the year. As an SME, another expense that we could do without!
Hey, I'm a much smaller SME than you and I just paid for some business cards But it's offset by never dialling premium rate numbers
I would suggest pre- and post-work
Pre-work is to establish your data collection. You might print an enquiry sheet, or just keep a notebook. What's worth considering is the type of enquiries you might get - suppliers, retailers, customers; general contacts, or specific enquiries. And remember that your stand staff may not have the answers to hand (it also helps them to be able to say "I don't know, let me get back to you"). But what they can do is collect details, identify the nature and importance of the enquiry, and record the necessary follow-up work.
Post-work is prety simple:
Monday: Type it all out, allocate jobs, and publish it. 9clear the day, because you'll be tired and it will take longer than you think)
Tuesday: Meeting with all responsible parties to go through the lists and tidy up - reallocate jobs, identify the really interesting ones, and plan out the more complicated ones (e.g. the designer needs to do some calculations before a final answer is given).
Thursday: Update & b
king session, so people realise how important it is to action their plans.
Then further meetings until projects are established and items have been moved properly into your normal CRM and work programmes.
When I've done these, I have always tried to make an inital contact within the week after the show - even if it's just an email to say "I'm Geoff, I've picked up the job from Dave, I'll have an answer by next week." The professionalism of striking while the iron's hot will make an impression almost as valuable as any business you generate.
Pre-work is to establish your data collection. You might print an enquiry sheet, or just keep a notebook. What's worth considering is the type of enquiries you might get - suppliers, retailers, customers; general contacts, or specific enquiries. And remember that your stand staff may not have the answers to hand (it also helps them to be able to say "I don't know, let me get back to you"). But what they can do is collect details, identify the nature and importance of the enquiry, and record the necessary follow-up work.
Post-work is prety simple:
Monday: Type it all out, allocate jobs, and publish it. 9clear the day, because you'll be tired and it will take longer than you think)
Tuesday: Meeting with all responsible parties to go through the lists and tidy up - reallocate jobs, identify the really interesting ones, and plan out the more complicated ones (e.g. the designer needs to do some calculations before a final answer is given).
Thursday: Update & b
king session, so people realise how important it is to action their plans.Then further meetings until projects are established and items have been moved properly into your normal CRM and work programmes.
When I've done these, I have always tried to make an inital contact within the week after the show - even if it's just an email to say "I'm Geoff, I've picked up the job from Dave, I'll have an answer by next week." The professionalism of striking while the iron's hot will make an impression almost as valuable as any business you generate.
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