Set your objectives
You will hopefully already have set your objectives for the show, but if not, do it now. They can be as simple as how many leads you want to capture (if you’re growing a mailing list for example), the value of prospects, or interest in certain products…the list could go on. By setting your objectives now, you’ll easily be able to measure how you performed at the event and prove your own return on investment or return on objectives.
Set your lead questions
You’ve set your objectives, so now set up the questions you want to ask leads as they come to your stand. With Visit Connect you can tailor questions specific to your business. For example, rate a lead if they’re hot or cold, assign a lead to a specific team member to follow up or select what products the visitor is interested in. Remember, some data is useful and some data is vital to your business, so make sure these questions are relevant to help you follow up more effectively.
Plan your follow up
This might sound odd doing this before the event, but you need someone to own the leads and the follow up process. This might not be yourself, so ensure the person that is taking ownership of the follow up knows how to access the leads and follows your plan effectively, so that your exhibiting experience is worthwhile! Otherwise… you may end up with thousands of pounds worth of lost business, just sitting in a list!