4 Outdated Habits That May Be Ruining Your Conference ROI
In-person sales events, from trade shows to association conferences, are a truly valuable part of any organization’s sales and marketing strategy. On top of brand recognition, showcasing your product, and getting a real handle on the concerns, pain points, and wants of your audience, these events provide the one-on-one connection that is so important in building a qualified lead and, eventually, closing a sale. According to a study by The Center for Exhibition Industry Research, 79% of the attendees say that attending shows helps them decide on what products to buy. But what sounds like a surefire win can backfire for many companies who are not approaching each event with a clear, and modern strategy. While some things in sales never change, technology is greatly improving the way sales teams can move trade show leads into the sales funnel and improve their chance of conversion. By approaching things the “same old way”, you not only run the risk of fewer sales but that the time and money spent on the event itself will not prove a great investment. Are you guilty of using one of these antiquated approaches to conference exhibiting? You collect lead information manually. The business card has not quite died, but it’s certainly not the most efficient manner through which to connect with attendees. In the worst case scenario, the cards you collect could be misplaced or left behind. Even in the best situation, you have the bare minimum in terms of information, and you need to have someone manually enter that data into a CRM or other system. The result is a waste of time and lackluster lead data that does not provide any of the actually helpful information a sales rep could use to nurture the new contact. You hand out brochures. Have you ever […]
Extending Your Event: Follow Your Leads Beyond the Booth
You just had a great event, getting your company name and information in front of a lot of people. You had meaningful interactions with a number of potential clients and collected their information. Overall it felt like a successful day. Now what?!?
