rapid response™ follow up
Post on 17-Jun-2015
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RapidResponse™ Follow-up
For Trade Show Leads
04/13/23 RapidResponse Follow-up. 1
Another Successful Show
• lots of booth visitors• plenty of badge scans• a lot of business cards• great contacts made
04/13/23 RapidResponse Follow-up 2
Sales Demands Quality
• Only qualified leads– No names and addresses– No raw inquiries
• Prioritize– A - immediate– B - back burner– C - not a prospect
04/13/23 RapidResponse Follow-up 3
So Little Time So Much …
• Emails• Meetings• Reports• Show planning
• Success = lots of leads
04/13/23 RapidResponse Follow-up 4
Trade Show Follow-up Department
04/13/23 RapidResponse Follow-up 5
Consequences of Inaction
• Lost sales opportunity
• Dissatisfied executives
• Unhappy customers
04/13/23 RapidResponse Follow-up 6
Who Has the Mission?
04/13/23 RapidResponse Follow-up 7
Reasons for Inaction• Trade shows don’t happen every day
• Sales reps are skilled at converting leads to sales
• Sales reps cannot leave their pipeline of qualified leads to cold call
• Data from each show is usually different
• Many organizations find that less than half of the sales reps even open the emails containing the trade show leads
04/13/23 RapidResponse Follow-up 8
Decision
• Make – Do initial follow-up in-house– Increase the urgency– Add qualification skills – Redirect resources from pipeline to cold calling
• Buy – Outsource initial follow-up– Experienced – do it every day– Fast and consistent– Cost effective
04/13/23 RapidResponse Follow-up 9
Outsourcing
• Consulting• Collection• Conversion• Prioritize• Lead Contact– Emails– Direct Mail– Phone Calls
04/13/23 RapidResponse Follow-up 10
04/13/23 RapidResponse Follow-up 11
Ready – Set – Go!
www.rapidresponsefollowup.com
www.event-techs.com
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