Tuesday, February 2, 2010

Seven Tips Why Lead Generation is Unsuccessful in a Trade Show Booth

Here are seven reasons why lead generation fails.  Realize and discover what causes these dilemmas and enhance your sales and minimize overall marketing charges.
  1. Inept sales staff – Your business has spent thousands of dollars to attend a trade show and what happens after the leads are collected—nothing.  Sales personnel have to follow through with inquires to make the sale.  Too often, these leads are tossed to the side and are never followed up on.
  2. Non-qualifying of leads—Swiping every persons badge just makes it look good for the individual doing the swiping.  A massive amount of money is lost in man-hours and literature lost on faulty contacts.
  3. Corrupt data acquisition and entry—Inexperience working and gathering trade show data can make lead follow up a nightmare.  Incorrect names, e-mails, and phone numbers can converts a good lead into a cold call quickly.
  4. Procrastination to research missing data allows the leads to be useless. Eventually they are thrown into the waist can.
  5. Bad booth management—Exhibit booths are not like your office.  Too often leads are discarded into a box under a table or in a closet.  Frequently, leads are left lying on the table or packed away with the trade show containers.
  6. Classification Failure—Lack of improper information collection of what the prospect was seeking information on, forces sales personal to send assorted material and not the data required to ascertain the sale.
  7. Bad Trade Show—No every trade show is right for each business.  Trade shows needs to complement the products that your organization is marketing.

Dale Obrochta is a professional trade shows presenter that works with business with their sales meeting entertainment ideas along with providing first class exhibitor hospitality entertainment.  Come see what is The Magical Balloon-dude Dale Experience is all about?
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