Fixing The Missing Links In Trade Show Lead Fulfillment

Posted by Rumin Mann
November 22nd, 2011

If you think you are doing a great job following up on your leads, unfortunately, the visitors to your trade show exhibit may not agree.  What you consider good lead fulfillment may look very different to them.

In a blog post on her Trade Show Institute blog, Traci Brown tells a sorry tale about her visit to the AIBTM show, where she happily had lengthy meetings with over 20 exhibitors.   Unfortunately, after the show, only one exhibitor truly followed up with her.  Sure, the other exhibitors followed up with big glossy brochures, email campaigns, and the like.  But they were all generic follow up messages.  Only one exhibitor had specific follow up that answered the specific questions she raised while in their trade show booths.

Why is that?  Because most exhibitors’ lead fulfillment process is simply not designed for individualized lead fulfillment.

Most exhibitors get leads, and if they are somewhat prepared, they have pre-set fulfillment packets ready to go before the show starts.  Then after the show, they put names on letters and send them out.  It’s all they have time to do.  But at the trade shows, we don’t meet with generic leads, we meet face-to-face with real, live individuals.  Individuals with specific needs, that if you ask and listen, they’ll even tell you right at the show.

The First Missing Link: The Transfer From The Booth Staffer To The Field Sales Rep

The first missing link in most exhibitor’s generic lead fulfillment is passing on to the field sales rep what your trade show visitors told you.  And that all starts with your booth staffer.  Your booth staffers must capture what your visitors said is their situation, and what they were looking to solve.  Your booth staffers must also write down what they promised your booth visitors would be the next step – someone will call to set up an appointment, we’ll send you info and prices on the new products you liked, and so on.  Without knowing what your booth staffer promised, you can’t fulfill on that promise.  And when that conversation is accurately and concisely captured, it must quickly be routed to the appropriate sales rep, so they can take the right actions after the show.

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