You could spend thousands of dollars purchasing trade show booths and all the marketing hype that goes with them. A typical trade show booth could cost you anywhere from $1,000 to $10,000. But wait. You’re not done yet. Next, add in travel expense, hotel bills, and the wildly expensive marketing materials you’ll need to stand out from all the other expo exhibitors. If all that sounds expensive and time consuming it is. And, there’s no guarantee that you’ll actually capture enough good leads to make it pay off. The surprising thing is that you can you can tap into the business expo goldmine of Lead Generation by simply attending.
We’ve uncovered a few little known secrets to cut costs while revving up your lead generation efforts. Today most businesses rely on lead generation because it is one of the most valuable ways to compete for new business in business-to-business (B2B) and business-to-consumer (B2C) companies. It’s the major highway that supports the flow of vital revenue growth and increased brand awareness to your business. It’s also critical to developing qualified leads, building solid relationships, and closing more sales.
According to Marketo, “Lead generation describes the marketing process of stimulating and capturing interest in a product or service for the purpose of developing a sales pipeline.”
Not only are Business Expos a lead generation goldmine they give you face-to-face conversational access to other business owners, allow you to connect with decision makers, give you a quick way to identify possible collaboration partners, and let you experience the most innovative marketing trends firsti
Business expos are the perfect place to work on your Lead Generation goals. You can easily identify and zero in on likely leads while saving tons of time and money on your advertising budget. That’s because when it comes to lead generation, you can’t find a more richly concentrated hub of people who are ready, willing, and able to get to know you. Yes. It’s true. Business Expos are packed with hundreds of professionals who are eager to meet and talk to you.
It’s easy to get started because most business expos publish a pre-show list of exhibitors. By taking a few minutes before the expo you can quickly scan the list to identify and prioritize likely prospects.
Face-to-Face Conversational Access
As you visit these exhibitors during the expo you’ll have face-to-face conversational access to the very people with whom you want to do business. It’s one of those rare times when you can step up, introduce yourself, and ask a few questions to find out more about their company, their business goals, challenges, and needs. As you learn more about the company you’ll begin to establish a comfortable rapport with their team members too.
This is your golden opportunity. If you know their goals and problems, you can further cultivate your relationship by offering something of value to solve one of their problems. It can be a valuable tip, a good connection or referral, or something simple like giving them a soft drink because they’re not able to leave their exhibitor booth. The point is that you’re making a real face-to-face conversational connection with people at that company.
Connect With Decision Makers
Having a likely lead is great. Having access to decision makers who have the ability to approve purchase of your product or service is even better. Think of it like this. Smart adventures hire knowledgeable guides to help them avoid the pitfalls so they reach their destination more comfortably. In business, it’s important to get to your prospect’s decision maker quickly. Having a reliable guide, an insider who knows the territory, can make the task a lot faster and more comfortable. In addition to finding the decision maker, as you work to qualify your business leads, it helps to have a friend inside the company who can help you overcome obstacles like gatekeepers and dead ends.
Spending a few minutes establishing rapport with exhibitors who are likely prospects is valuable because once back at the office, the team members you met at the expo may be able to connect you to their company’s decision makers or help you set up a meeting with those decision makers.
In just a few minutes, you’ll confirm if this is really is a solid prospect, establish rapport, and gain a friendly insider contact.
Collaborative partners are non-competitive allies who serve the same customer base but provide different products or services to those same customers. For instance if your company designs websites but doesn’t specialize in Search Engine Optimization (SEO), you may wish to partner with a company that specializes in SEO to provide your clients a more enriched service.
Why not use your visits to business expos to get to know other business owners? As you introduce yourself and learn about their products and services, you’ll gain insight into their work and company values. If you’re actively seeking collaborative partners, this is a convenient, inexpensive way to identify several possible partners in a very short time.
Innovative Marketing Ideas
Looking for innovative marketing ideas? One of the fastest ways to see and experience the latest innovative marketing ideas is to visit a business expo. Companies spend thousands of dollars preparing to captivate and engage visitors. As you tour the expo, take note of the exhibitors who have the most visitors. Take a look around to see who’s got the best visitor engagement. You’ll have a first-hand understanding of what’s getting attention and what isn’t.
You can always take a few notes to review once you get back to your office. You can also snap a few phone photos of the best exhibits. And, if you really want to maximize your expo visit, ask those exhibitors to pose for a selfie with you. Then, connect with them on Social Media. Post your photos tag your new professional friends and follow up with them to expand your professional network.
You too can tap into the lead generation goldmine by visiting business expos. Your Local Entrepreneur Network is making it easy by giving you FREE tickets to the 2017 Philadelphia Small Business Expo, March 8th, located in Oaks, and PA minutes from center city Philadelphia. You’re welcome to grab as many free tickets as you wish. Click here or paste http://bit.ly/29WyEYZ in your web browser.
Carole Pepe is the president of the Local Entrepreneur Network now over 1,900 members strong. For more information about the Local Entrepreneur Network, visit us on the web at LocalEntrepreneurNetwork.com or find us on MeetUp at https://www.meetup.com/Philadelphia-Entrepreneurs-and-Small-Business-Networking/ .
Carole Pepe, president, Local Entrepreneur Network