Tuesday, February 2, 2010

7 Reasons Why Lead Generation Fails in a Trade Show Show

Here are 7 reasons why lead generation fails.  Learn and understand what causes these troubles and enhance your sales and minimize overall marketing costs.

  1. Ill-adapted sales personnel – Your company has spent thousands of dollars to participate a trade show and what happens after the leads are collected—nothing.  Sales staff 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 whopping amount of money is lost in personal time and literature lost on bad mailings.
  3. Flawed data acquisition and entry—Inexperience working and gathering trade show leads can make lead follow up a nightmare.  Incorrect names, e-mails, and phone numbers can turn a warm lead into a cold call quickly.
  4. Laziness to research missing information allows the leads to be useless. Eventually they are tossed into the waist can.
  5. Booth Mismanagement—Exhibit booths are not like your office.  Too often leads are tossed into a bin under a table or in a closet.  Many times leads are left lying on the table or packed away with the trade show boxes.
  6. Classification Failure—Lack of improper data gather of what the prospect was asking about, forces sales staff to ship general marketing material and not the information needed to secure the sale.
  7. Bad Trade Show—No all trade shows are right for each company.  Trade shows should complement the merchandise that your business is marketing.
Dale Obrochta is a professional trade shows presenter that helps 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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