Engage exhibition staff in lead generation
Engage exhibition staff / trade show hostesses in lead generation.
One of the key elements of exhibition and trade show success depends on the “lead management process”. However, the best lead generation continues to be face to face and person to person. Visitors at an exhibition still want to be treated as the valued person that they are and not reduced to a target of a sterile marketing campaign. Event and trade show exhibitors continue to see higher results using professional exhibition staff / trade show hostesses to build awareness, engage visitors, distribute and gather information and expedite the sales process.
Engage and involve your exhibition staff or trade show hostesses in lead generation to ensure tradeshow and exhibition success:
- Prepare a lead card in advance for your exhibition staff to use. Your lead card needs to be easy to complete allowing space for attaching a business card and include space for notes. Insist that your exhibition staff fill the lead cards with as much information as possible. If you have the budget, consider a badge scanner for faster recording of leads.
- Leave the booth babes and wallflowers at home. Hire exhibition staff who understand your product and service and in turn can solve your clients’ problems. It’s important to have staff who are positive, upbeat, have a great smile and have experience in a customer facing role.
- Instead of giving away literature encourage your staff to offer to mail it to attendees. Collecting contact data will allow for further leads.
- Encourage your exhibition staff or trade show hostesses to take proper notes at the show so that the information visitors are interested in is properly communicated to the representative following up the lead post event.
- Encourage your exhibition staff to generate more leads by paying them commission on every lead generated. Hold a contest to reward the staffers who take the highest quantity of qualified leads. Although be careful, if you incentivize your exhibition staff, do so in a way to encourage teamwork, rather than aggressive, competing sales people.
- Encourage more leads by motivating people to visit your exhibition stand. You could perhaps ask your exhibition staff to promote a competition or prize draw. However if it doesn’t fit with your brand values and target market think if there’s a better way of achieving the same thing, the next tip may be worth considering.&
- Hire exhibition staff or trade show hostesses who can present live demonstrations on a stage if your booth is particularly large. This can help draw visitors to your stand, create a crowd and generate buzz at your stand, which in turn can increase lead generation. Read our blog on Hiring Live Presenters for exhibitions & trade shows is helpful.
- Record leads in a contact management database, your exhibition staff can do this onsite at the exhibition stand in the quieter times.
Hiring events staff for exhibitions & trade shows can be expensive but it’s money well spent and if their skills are utilised effectively they could well help you generate your business objectives and help you manage your lead generation effectively.
If this blog has been helpful, please also read our Tips on hiring Exhibition Staff and Exhibition staff motivation.
Tags: exhibition staff, trade show hostess, trade show hostesses
This entry was posted on Wednesday, March 20th, 2013 at 2:33 pm and is filed under Blog, Home Page Sticky Posts. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.
