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Immediate lead follow-up
enables you to reach more buyers - before they make their purchasing decisions.
Targeting your trade show follow-up efforts to the "sales ready" leads first will improve
your close rate, effectiveness and ROI by allowing your sales people to spend 70% less time following up on trade show leads.
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Why Rapid Response Follow-up? |
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To get the most out of your trade show investment you must get to the "hot" prospects before your
competitors, who all emerge from the event with the same list of leads. Successful organizations simply do
not give their competitors a head start in closing sales - they respond rapidly.
However, trade show leads are more difficult to handle than any of those generated by
web based, email or direct mail campaigns with more than a dozen different file formats. In addition, while most exhibitors
use badge scanners rented from the show to collect the attendee's demographic data, few avail
themselves of the ability built into these devices to add
valuable qualification information - "Custom Qualifiers".
Be more productive - Outsource your initial trade show follow-up
RapidResponse Follow-up's unique technology accepts "custom qualifiers" from a myriad
of lead retrieval devices to score and rate the leads, enabling exhibitors to quickly
identify the high priority opportunities to focus on.
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Tradeshow
Follow-up
Guide
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The most complete trade show follow-up includes an email, personal call, and
direct mail. Contacting your leads with more than one method can increase
the effectiveness of your trade show follow-up. The more touches the better.
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Why Outsource Follow-up? |
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How it works - RapidResponse follow-up options
After the show the lead data is immediately converted from the show format into one usable
by the RapidResponse system. Data clean-up is required for almost all lead data which, includes but is not limited to:
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Removing test scans and booth rep scans
Removing duplicate scans
Adding missing country codes
Adding missing zip codes
Correcting offset scan data
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RapidResonse then performs one or more of the following
optional services chosen in advance by the client:
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Scoring and rating - the lead qualification data is analyzed against the
client's lead rating rules and the leads are categorized into one of 3 or 4 categories such as "A", "B" and "C" etc.
Prioritization enables an exhibitor to focus on the "sales ready" leads instead of sending all the leads to sales for action.
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Attendee emails - an email is sent to each of the leads with
content determined by the lead rating and graphics of your choosing. A common scenario would be;
unique URLs will point "A" leads to landing pages where they can further
qualify themselves, request a sales call and gain additional information. "B" leads will be pointed to marketing pages and "C" leads will receive a simple "thank you".
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Validation calls - to insure sales only gets "sales ready" leads, many firms put the most qualified leads through a validation process
to contact the attendees directly to confirm the data gathered in the booth and schedule a sales call. RapidResponse will call each "A" and "B" rated
lead and leave informative voice mails, make appointments when possible, and get additional information where available.
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Follow-up postcards - to help overcome email and voice mail screening we can also send a post card
using standard mail as an additional means of reaching the high priority leads to schedule a call and show them
your commitment to go the extra mile to earn their business.
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RapidResponse Follow-up will simplify your trade show follow-up and
help increase your trade show ROI. No longer will sales waste time chasing unqualified leads
while the competition gets to the "A" leads first and your sales database gets cluttered with unfiltered
badge scans. RapidResponse takes the mystery out of converting the wide variety of show file formats into something
usable by your CRM system and lets you focus on converting those "sales ready" prospects into satisfied customers.
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YouTube
Video |
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