Following up on your trade show leads
Posted by Peter Moran on Sun, Apr 05, 2009 @ 11:37 AM
CEIR has reported in the past that 79% of all trade show leads are never followed up. That's not missing pay dirt. That's throwing it away. One measurement of trade show success is cost / lead. Industry statistics say that number should be around $200. What would you say to someone taking two crisp $100 bills and throwing them in the trash? Oh yeah, and repeat that for every lead! If your staff knew the value of a lead, do you think they would throw it away or treat it with kid gloves?
Before you can follow up, maybe you need to increase qualified leads at your custom trade show exhibit booths. Are you looking for cost conscious trade show training? Joyce McKee of Let's Talk Trade Shows offers a Member's Site. She is on a mission to know, "Are leads from 2009 trade shows being followed up?"
"Is the trend for no follow-up after a trade show being REVERSED due to our current economic conditions?"
Share with us that you have a lead follow up strategy or not? Are you implementing that strategy? If you need help with your process, we know how to cut your trade show budget and sacrifice nothing. Joyce is going to compile and share the results with us all.