Lead Generation

Do you need a way to be remembered by visitors to your custom exhibit?  Now you can create memorability by puckering up with my guest Kathryn Nordstrom from Pucker Up Impressions.

Tell us what you do?

Richard Erschik is a lead follow up expert.  He posted a blog questioning why upper management wasn't furious about the fact that about 80% of all leads are never followed up. He talks about an article from 1979: 

In the article (from 30-years ago, mind you) the editor states that...less than 20% of sales leads ever get followed-up.

Of course we are still pained! Here we are today and nothing has changed!

Do you have a web site? Do you have a blog to drive people to that site? Do you have an e-newsletter?  Do you have an integrated trade show and inbound marketing strategy?

A trade show is a method for marketing. A web site is a method for marketing. A blog is a method for marketing. Your trade show strategy and web (inbound marketing) strategy should integrate with your overall marketing strategy.

To have a giveaway or not to have a giveaway - that is the question. Most people struggle with what promotional item to use because they don't have a strategy.

I love playing card games and card magic. (My favorite card games are cribbage, pitch and UNO. I am also a member of the Society of American Magicians.) Used properly, novelty playing cards are trade show magic. Here are a few concepts that you can deal with (pun intended):

There are many strategies to consider when exhibiting. A recent potential client has two meeting rooms designed into their large trade show display. They are measuring the success of the show on how many meetings they have - period. These meetings are supposed to all be booked before the show starts.

If they don't book all of the meetings they want, are they going to skip the show because they know it's a failure? If all you care about are the sales meetings, why not just rent a hospitality suite? That is certainly a considerably smaller budget than exhibiting.

I recently signed up to Seth Godin's blog. He wrote Purple Cow. One of the first articles I read was Are they ready to listen? In this article he points out that:

Most people, most of the time, steadfastly refuse to pay attention.