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/ .
“Your Growth Team works to expand your customer base and value of your brand and services.”
- Tyrone Robinson, III
What is a Growth Team ?
A Growth Teams responsibility is to expand the value of, and customer base for your brand and services. In other words, they are responsible for the movement of consumers into and out of your product or service. You’ll benefit from having a team that is data-driven, product-focused, and responsible for conversions at every point in the funnel. Growth Teams are key to helping your brand identify and discover the best tactics and channels for your businesses sustainable growth.
Recognizing the need to grow or change is valuable but actually designing and executing a plan then building a team to support it can seem like a daunting task. According to a study done by The Cornerstone Group, the success rate of business change initiatives continues to hover around 30%.
"Acknowledging that change exists is one thing. Responding to and successfully managing change is something altogether different, and leaders who are able to recognize this difference and respond accordingly are the ones that will live and thrive in that coveted upper-third range. Yet while agility is a core competency required especially during times of change, some leaders are not equipped with what they need in order to navigate change. Some resist change because they don’t know what to do, while others suffer from a lack of resources – human or otherwise – needed for success.”-The Cornerstone Group
Before approaching someone you would like to be on your Growth Team, it is important to designate know what role you wish this person to play on your team. One of the most important positions on your Growth Team is your Executive Champion. Your Executive Champion is your go-to person when you have business concerns or need help connecting with needed resources.
He/She should demonstrate superior knowledge in each of the areas in which you depend on them. You’ll depend on them to support you with valuable insights eliminating the need to conference with multiple specialists or other team members. Initially, your Executive Champion will help you determine the right time to start your growth strategy, refine what that strategy should be, and who should be a part of your Growth Team. A great Executive Champion will help you clearly define each person’s role and accountability to ensure strong alignment in goals.
What your Growth Team does for you
Members of your Growth Team support you by:
How to decide if you need a Growth Team
Getting started with your own Growth Team
You’ll want to assess whether your business or service is ready to compete (There is a product/market fit) or if you need a team to help you reach a competitive level (product/market fit). In both cases, you may then want to begin considering:
How do I learn more?
The Local Entrepreneur Network will host a FREE live event Your Growth Team - Why try to go it alone? It's hard, lonely, and takes too long. -- How to Assemble Your Own Growth Team & Win Faster!
Small business owner, entrepreneur or professional in the workplace, the "Growth Team" workshop will help you identify the functions, roles and services necessary to enable you to get to your next level... And Beyond! See more here https://goo.gl/n7q7sK. (We’ll be inside the classroom inside the Microsoft store in the King of Prussia Mall from 10 o’clock AM to 12 Noon.
By Tyrone Robinson III. , Owner of Opportunities2Serve, Tyrone is a Solutions Architect ★ Speaker ★ Consultant ★ Catalyst for Change.
Carole Pepe, president, Local Entrepreneur Network