Generating leads at exhibitions can be a daunting task. You have to compete with other exhibitors for the attention of potential customers, with just a few minutes to make an impression. However, by following these tips, you can master the art of lead generation and leave your competition in the dust!
Plan and prepare for the exhibition well in advance
Planning and preparation are key to a successful lead generation campaign. Make sure you know your target audience, and design a strategy that’ll help you reach them. Research the exhibition in advance, and identify the companies and individuals who will be attending. Prepare plenty of literature and merchandise to hand out: ballpoint pens by IGO make a great merchandise giveaway that will come in handy for most exhibition goers. Also, ensure your staff are well-trained and up to date on your company’s latest products and services.
Make a list of potential leads that you would like to target
Before you even set foot in the exhibition hall, make a list of potential leads that you would like to target. This could include companies who are exhibiting at the show, or individuals who have shown an interest in your products and services in the past. Have a strategy for how you will approach each lead, and come up with talking points that’ll help you stand out from the competition.
Dress professionally and be prepared to network
One of the best ways to generate leads at an exhibition is to network with other exhibitors and attendees. Dress professionally and be prepared to talk about your company and its products and services. Have plenty of business cards on hand, and don’t be afraid to introduce yourself to as many people as possible. Working the odds can be a great way to score some quality leads. You can check out this handy networking guide to help improve your skills!
Have a strong pitch ready to go
Your pitch is one of the most important tools in your arsenal when it comes to lead generation. Make sure you have a strong, concise pitch that’ll help you stand out from the competition. A 60-second elevator pitch is ideal, as it will give potential customers a quick overview of what your company offers. If you’re struggling, an elevator pitch crafting tool can help you build the perfect pitch.
Follow up with potential leads after the exhibition
Send potential leads a thank-you email, or give them a call to discuss how you can work together. Follow-up is key to making the most of your exhibition experience and generating new business leads. Don’t leave it too long, though – following up within a few days of the show is ideal as the person will remember you and be more likely to take action.
Finally, evaluate your success after the exhibition
What worked well? What could you do better next time? Evaluating your performance is an important part of improving your lead generation skills and increasing your chances of future success. Practice makes perfect, so don’t be afraid to take a trial-and-error approach to lead generation – you’ll soon find what works best for you and your business.
So here are our top tips for mastering the art of lead generation at exhibitions! Try out these tips and see how they work for you. And remember, trial and error is key. Good luck!