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

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Consequences of Inaction

• Lost sales opportunity

• Dissatisfied executives

• Unhappy customers

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Who Has the Mission?

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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

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Outsourcing

• Consulting• Collection• Conversion• Prioritize• Lead Contact– Emails– Direct Mail– Phone Calls

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04/13/23 RapidResponse Follow-up 11

Ready – Set – Go!

www.rapidresponsefollowup.com

www.event-techs.com