Trade Show Follow Up
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Trade Show Follow Up Presented By: Chris Hamilton STAD Consulting Kersten Kloss Refreshed IT
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http://SalesTipADay.com 80% of all sales leads from a trade show are never followed up. 80% are not in buy more and 80% don't buy until after 5 touches. Here is a process you can use to go after a vast majority of sales leads and bring them into your sales funnel.
Transcript of Trade Show Follow Up
Trade Show Follow Up
Presented By:Chris Hamilton
STAD ConsultingKersten KlossRefreshed IT
Agenda
• Follow Up
• 1 Great Process To Get More Sales
• Do’s and Don’ts
Follow Up
• Call or Email
• Have more than 1 option
• Have an entry level and 1 other option
• Potentially make the back up educational
• As to be on a newsletter
How to Follow Up
Timing
• As soon as you can
• Do not wait any more than 2 weeks
The Process
The Stats
• 80% of leads are not followed up on
• 80% of leads are not set to buy
• 80% of leads don’t buy until after the 5th contact
The Math:
• Start with 100
• 20% of 20% = 4
• Less than 5 touches = 0.8
Could Be:
• Start with 100
• 80% of 80% = 64
• 5+ touches = 51.2
So...
Even if half of the leads where to potentially buy in the future, then you will have a 32 X’s greater chance of getting business
The Process
• Email campaign
• 4, 14, 30 and 30 repeat
• Segment
• Track
• See links they click on
Email Campaign
• Add names to the email service
• Craft a follow up letter
• Send the letter
• Track the Clicks
• Create follow up emails
• Track and follow
See Who Opened:
See How Many Opens
What They Clicked:
Follow Up
• See who clicked
• How much they clicked
• See what they clicked
• Build a plan of attack
• Get the Business!!!!
Email Services:
• AWeber
• Constant Contact
• Vertical Response
• MailChimp
Dos and Don’ts
Do’s
• Follow Up
• Have a call to action
• Have an offer
• Don’t want to buy - Get them on a newsletter
• Don’t have permission to email - Call & Ask
• Evaluate what worked and what didn’t
Don’ts
• Don’t email if you don’t have permission
• Do not add to email newsletter if they didn’t give permission
• Don’t wait too long
• Don’t forget to continue send info
One Last Trick
Offer
• Set up process
• Do lead nurturing for you
Upcoming Net Casts
For upcoming Net Casts:
http://salestipaday.com/webinars/
or
http://www.refreshedit.com/index.php/live
Email us to get receive updates of our weekly events
How to Reach Us:
Kersten:
403-775-6969 Ext. 2
Chris:
403-775-6969 Ext. 1
