Everyone wants to get a better return from their marketing spend at Trade Shows. Some companies are doing this extraordinarily well. How is your company doing?
Here are three tips on how companies are using sales 2.0 Strategies & Technologies to generate more leads, close more sales and take away business from your competitors at Trade Shows.
1. Pre Convention Marketing - Use a Robot.
Use a marketing automation system, which connects to your CRM system, to automatically perform a number of presale and follow-up tasks
You can gauge interest from the potential attendees before the convention by sending them educational and problem-solving material in videos via email. The material should be focussed on solutions and not slogans or sales.
2. At the Convention.
Use this time wisely. Don't have your marketing people scrambling to collect business cards, writing notes on them which will make no sense in 2 weeks to the sales force.
Have your marketing people engage with the attendees and get the attendees committed to registering for more information, to be delivered at a later date by email.
3. Post Convention Follow -Up Marketing Automation
Engage and follow-up with attendees at least 20 times before, during, and after the trade show.
Automate this process so that your salespeople can focus specifically on communicating with hot prospects rather than sending out emails and postcards.
Don't bombard attendees with overwhelming sales information. Instead, email them links to educational white papers, internet videos, and special reports that will produce a better educated customer.
Now, your hot prospects will request more information--but with no sales pressure. Your company will be considered an invaluable source of information.
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