7 ways to improve your trade show and exhibition sales prospects

In 30 years of attendance at trade conferences and exhibitions we have yet to find an
exhibitor (including us) who can accurately identify in real dollar terms what the overall
value of business generated at a particular event was.

This is because it can take weeks, months, or longer before a trade leads turn into
sales. How many times have your salespeople come back from a conference certain
the business was “in the bag” only to see the prospect lose interest or wind up buying
from a competitor?

And, probably like you, we have tried all the methods - lead record forms - attendee tag
scanners - site promotions -giveaways etc., but never with really satisfactory outcomes
or measurable results.

Now you can use Kardeasy to get the jump on competitors

Try this really simple system:

Use a small envelope as your lead form.
Decide on a prospect rating system (A,B,C, etc) where A might represent a
genuine buyer who needs purchase support information as soon as possible,
B might require follow - up in 2 or 3 weeks, and C may simply want more
information mailed out.
You may want to have your envelopes printed up with panels for client contact
details, your prospect rating system, and a name panel to identify which of your
exhibition staff obtained the sales lead. Use the other side of the envelope for
any reminder or action notes.
Set up a box with a slot in it into which to deposit lead envelopes.

It works this way:

You ask your prospect for a business card.
If they have one drop it in the envelope, mark or apply the lead prospect rating
on the front, salesperson name, and make any notes on the back.
If a business card is not available then you will need to write down all of the
prospect’s contact on the front of the envelope.
Drop the lead envelope in the lead box and attend to the next enquirer - it's that
easy!
Empty and sort the lead envelope box a couple of times a day. Separate
envelopes into prospect category. B & C category envelopes can be packed
away – they will be handled back at the office after the trade show is over.
Sort “A” category lead envelopes according to salesperson who took the
enquiry.
Have each sales person enter his or her “A” leads into a Kardeasy Business
card database on their lap-top P.C. Where a lead envelope has a business
card inside 3-4 seconds is all it takes to scan the card to make the entry. It will
take longer if there is no business card and the contact information has to be
manually entered by typing - so get all cards if you can.

Now for the real power!

Your potential sales lead can convert to sales action much faster by using Kardeasy
business card scanners. During the trade show or exhibition schedule your
salespeople so they each have a little free time every day to work on this task – you will
be impressed by the outcomes.

From the Kardeasy business card database each salesperson can:

Click on card and immediately send an email to the person who attended at
your exhibition stand. Thank them for coming by - ask them to revisit at your
stand later in the exhibition - or tell them that you are already on the case and
info is being prepared back at the office and will be sent.
Click on a card and email a VCard contact to the person who needs to action
urgent matters back at the office - email recipient will instantly receive contact’s
details and the sales follow-up process can begin even while the trade show is
still in progress.
After the event individual contact databases on laptop P.C.’s can be instantly
exported to office based systems.
Where lead envelopes have business cards inside then loading of leads and
contact details and attending to sales enquiries can become much faster than
by using other methods.