www.TradeShowInfotainer.com Lead capture is a process not an event. You must have a game plan to further the prospect down your funnel. Once they are in the booth and qualified then what. Having a team captain on your booth staff may be one way to lead your team and unite your efforts. To receive more videos like this plus over $598 in profit producing tools go to www.TradeShowInfotainer.com
What is your call to action, what is your method of lead acquisition? These are important questions as an exhibitor you have to ask yourself. How you are going to handle a ton of leads if they mob your booth?
If you don’t have a process to do it than what was the point of even exhibiting? So, let me just paint the picture and tell you what happened today. Imagine that I am working a booth and I have just built the crowd out to critical mass, I’ve communicated your marketing message and then brought the prospects into the booth, in the process, hand delivering them to the sales team and they just didn’t know what to do. They just stared at them.
This is why pre-show trainings are important. It prepares the staff both physically and mentally for what they are about to encounter. A training empowers your booth staff to be able to take control and go into an in booth demonstration.
When you have someone who is taking the alpha role as a trade show infotainer, magician or presenter, someone who has the ability to draw people in, you need to be able to pass off that control to someone. That person or persons can split the crowd up and go into a demonstration or scan a badge, ask some revealing questions or what have you.
I can’t do everything, I can stop the crowd, I can convey your message, I can bring the leads to you, but then at some point you have to take over. I can’t literally pry open their wallets, or pull their credit cards out, I can’t do that for them, they have to do that themselves with your help.
So you have to find a way of taking it to the next step. As an exhibitor ask yourself what can we do? What is the process? Take them step by step towards the sale. At least get the lead, and then follow the path, provide them with value, overload them with that value so that they have no choice but to do business with you.