With so many
electronic methods of recording lead information you would think the old manual
lead sheet should be showcased at the Smithsonian with a caption that reads,
“The way we did it in the old days.”
has been to drop the manual method of recording lead information and replace it
with one of a plethora of electronic methods including: tablets, Smartphone’s,
kiosks, laptops and show related bar-code generated retrieval systems.
systems are cool. Manual lead sheet are not.
some circumstances, there is a strong argument to consider recording lead
for collecting information should be obvious but many exhibitors miss the
importance and rely on collecting business cards either electronically or in
hard copy as their only source of follow-up.
this. You have returned from a trade show and you call the first business card
in your file. You reach the person and introduce yourself then proceed to
You, “We met last week at the trade show.”
Prospect, “Yes, I remember.”
You, “The reason for this call is to take our conversation to the next step. Do
you mind if
you a few questions?”
Prospect, “Go ahead.”
You, “Thank you.”
pepper the prospect with a barrage of questions such as,
Have you used a product such as this before?
Have you budgeted for this upgrade in this fiscal
How are decisions like this one made in your
When are you planning to make this purchase?
Is there anyone else in your organization we
should include in future discussions?
all fine questions. The problem is that the prospect is quietly shaking his or
her head until they can’t take it any longer and interrupt you.
Prospect, “Didn’t you ask me all that stuff when we met at the show?”
You “Yes, I did.”
Prospect, “Then why are you asking me again?”
You (sheepishly), “I forgot.”
is clear. Business today is less about products and more about relationships.
You have taken the time at the show to take the first crucial step. Now, in your
follow-up, you need to show the prospect that he or she is important and that
you take their issues seriously. This means recording all you cleaned about this
prospect at your first meeting.
some reasons that electronics won’t work as you hoped are:
The Wi-Fi in the exhibit hall
Not all exhibit halls are equal in their Wi-Fi capabilities. Talk w
ith your show manager or service contractor to make sure, you don’t show up
with unrealistic expectations.
The cost of equipment rental may be prohibitive or was not
included in the budget
There are costs associated with lead generation. Whether it
is through the show provided lead retrieval system, Wi-Fi access or a
Smartphone app, the cost needs to be included in your initial budget.
Past history with show related lead retrieval systems
If you tried one of the show related systems in the past with less than
satisfactory results there is little likelihood you will want to own or rent
one in the future. Before you give up however, know that there a dozens of
show related systems and they are changing constantly. If your original
assessment was that having a system will help then it still might.
The data export platform may be incompatible with your CRM
The platform of the technology used at the show may not be
compatible with what you are using as your data base. If it isn’t, you will
need to have someone inject an API (Application Program Interface). If the
data system is not compatible and the cost if making the necessary changes
expensive or time consuming, all the information you collect at the trade
show will not be of much value.
System is unavailable
In larger shows there will be some sort of lead generating system. It is in
the smaller regional shows or consumer shows where it might not be offered.
In this case then you will need to consider an alternative method of
recording good quality information that you can use in your follow-up
Technology may not give you a complete picture
Before you choose a system you also need to ensure that it gives you all you
need to know about your visitor. If, for example, you need five or six bits
of information and the system only gives you access to three you have a
Staff is not trained to handle the technology
This is the most important part. The success of any initiative is having
people who understand how to get the most from the opportunity. Always
include a refresher in your pre-show briefing to ensure that staff has a
high level of confidence and comfort in collecting high-value contact
raised here should not turn you away from an electronic system but act as a
reminder of the importance of planning lead generation well before the date of
the show. If you are faced with one of the shortfalls mentioned above then there
is justification to move to a manual system for all or part (in the case where a
system does not provide all you need to know) of your lead collection. The
bottom line is that without the ability to generate this type of information you
are not maximizing your show’s potential.