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/ .
Those techniques have proven very effective in delivering leads. They can also be time-consuming and somewhat expensive to set up and maintain.
The good news is that there is a shortcut. It’s really easy to get started. It’s a lot of fun and you’ll find yourself making a lot more friends too. The fun, fast, easy way to get started with lead generation for your business is to frequent business network groups like the Local Entrepreneur Network. You’ll be surprised at how easy it is to engage in real conversations with real people in your community. In-person networking events give you an opportunity to get to know others by asking them questions about their work and the challenges they’re experiencing. This gives you an opportunity to suggest solutions that solve their problems or connect them to someone who can help them. You’ll build trust and good will. There is one more thing that you’ll receive as a result.
"Instead of better glasses, your network gives you better eyes." - Ronald Burt
As you engage in meaningful conversations with others in your network, you’ll find out who needs and is interested in your company’s products or services. Begin by strengthening your relationship with members of your network. You’ll want to demonstrate that you’re interest in helping them to succeed by giving them answers to problems they’re working on. When your products or services resolve some of those problems, you’ve identified a warm lead. Help them to see how your product or service will resolve their problems or increase their profits and you increase the your chances of converting them from a lead to a client.
Many professionals shy away from attending business networking events because they feel uncomfortable.
That uncomfortable feeling is often caused by stress over how to get a conversation started with a total stranger. You’ll feel more at ease and confident when you’ve prepared a few surefire conversation starters. Masterful networkers are known to stockpile great conversation starters because knowing what you're going to say when you approach someone gives you an air of confidence. You’re naturally more relaxed. When you get the conversation rolling you make it easier for the other person to begin talking to you. They immediately feel more relaxed because you’ve taken the pressure off of them by giving them something to talk about. Your likability factor gets a huge boost within the first 3 seconds of your conversation. Click here to instantly download our free cheat sheet of Top 10 Networking Conversation Starters.
"The world is giving you answers every day. Learn to listen."
Cultivate your warm leads by giving them more of what they need. You may wish to invite them to meet you for coffee so you can get a clearer picture of their goals and the roadblocks that are holding them back. This can give you more insight into how to convert your warm lead into a new client too.
Remember, it’s not about pouncing on someone you’ve just met. It’s about seeking leads. You need to develop a relationship with your leads. Pouncing for a sale before you’ve gotten to know someone will send them running the other way. Give yourself the gift of time to meet others at friendly networking events because it's the fast easy way to acquire new leads for your business.
"Your network is your networth."
You’ll love getting together with over 1,780 members of the Local Entrepreneur Network at big monthly business mixers. Over 80 members are already registered to attend the BIG NOVEMBER BUSINESS MIXER on November 17th. You can too. See details and register at www.LocalEntrepreneurNetwork or on MeetUp at hhtps://goo.gl/bAOhsv
The simple truth is that start-ups, established, and mature businesses all need new clients. New clients are needed to grow your business. They affirm the value of your product or service and frankly they generate the revenue you need to stay in business. Acquiring new clients is critical to business success yet most business owners are in the dark about how to actually do it. Some people think client attraction has to be hard work. There are literally hundreds of marketers who want to sell you expensive complex marketing systems that may or may not get more clients to your door.
Other marketing programs suggest that you’re not putting out the right energy because if you did the universe would magically send those new clients your way. Wouldn’t that be great if that’s all you had to do? Now, we’re not knocking putting out the right energy to make things happen. It’s just that there’s more to this story.
Of course, we believe that your intention must be in the right place. The secret sauce is to back up your wish for new clients by taking action. It’s best to start with a simple plan. Give yourself the gift of focusing on a few fun, fast, easy ways to acquire new clients every day. You can call it your ‘Client Attraction Plan’. Doing this, is a way to give yourself an inspirational purpose, easy action steps, and clear focus to keep yourself on track. You can even give yourself a couple of measurable goals to track and celebrate your results.
Here are 3 easy hacks to put more fun in your life while getting more clients every day.
Easy Hack # 1:
Talk to three or more people every day about your business and what you do.
Start by taking a stretch break. Really! Give yourself a stretch break because sitting in front of your computer screen all day gets awfully monotonous. Now that you’re up on your feet, it’s time to get moving. Run an errand, visit a local business network group, go to the gym, get involved with a local club, or charity. Now that you’re on your feet it will be easy to get started with Easy Hack # 1 - ‘Talk to three or more people every day about your business and what you do.’
It’s time to stop hiding behind that computer screen and overloading social media sites with useless drivel that nobody cares about. People need to know who you are. They need to see your face light up when you talk about your products or services. They need to know if you’re genuinely interested in improving their life and not just another snake oil salesman trying to get their money. You’ll attract new clients and improve your quality of life too.
Studies show that dressing up and getting out with other people is good for your physical and emotional health. The simple act of grooming and dressing to go out can lift your spirits. It’s a great way to improve your quality of life while working on your business.
When you commit to talking to at least three different people about your business every day, you’ll be amazed at how it changes your life.
Don’t just take our word for it. Try it out yourself you’ll be pleasantly surprised at the change you’ll see in your clients, your stress level, and your income.
Easy Hack # 2
Find where your ideal clients hang out and be where they are.
Imagine how great you’d feel being surrounded by hundreds of your ideal clients on a regular basis. Sounds great, right? Let’s get started by picturing a grizzly bear standing in a river teaming with salmon franticly trying to get upstream. Everybody knows that grizzly bear wants salmon. So, instead of hunting one salmon at a time, the grizzly bear just goes where the salmon are and opens his arms to receive as many as he wants.
Grizzly bears have mastered Easy Hack # 2 - Find where your ideal clients hang out and be where they are. You can do this too.
You’ll want to start by taking a few minutes to research where your ideal clients go to have fun, learn, network, and grow their businesses. Think of these places as their natural habitat. For example, if your ideal clients are hair salon owners, you need to go to hair style shows and competitions, new product training programs, conferences, and etc.
If your ideal clients are chefs, you’ll want to be at cooking contests, foodie clubs, cooking expos, and etc.
Create your own ‘Ideal Clients’ Hang - Out List’. Next, do a bit more research to find out when and where the gatherings take place. Sync your calendar and do what it takes to get yourself surrounded by your Ideal Clients in their natural habitat. You’ll want to make a point of signing up, getting involved, and introducing yourself before you show up. While at gatherings, get things moving by starting friendly conversations, making new friends, and getting to know everyone.
Don’t just take our word for it. Prove it to yourself. This easy Client Attraction Hack can improve your social life, save you time and money, and increase sales.
Easy Hack # 3
Show up, get in the conversation, and share value.
Social media has become a key part of our 21st Century culture. According to an article featured in Forbes Magazine, “. . . over 78% of the U.S. population has a social network profile.” It’s not only how millions of us spend our time but it influences how we feel about ourselves and can impact how others feel about you.
No surprises here. Social media is all about being sociable. It’s a way of engaging with others. When it comes to social media, it’s best to think of creating ‘long-term ‘relationships. People in your social groups will get to know you not just by what you post but also by the way you interact with other members of the community. You’ll want to be a trusted, ever-present, supportive member of the community. You can do this by congratulating others when the opportunity arises, answering questions, providing helpful content, and sharing resources.
The key here is to show up frequently and engage with other members of your social communities because posting on an infrequent basis makes other members suspicious of your motives.
Don’t just take our word on it. Prove it to yourself. This easy Client Attraction Hack can help you to establish your expertise, talk directly to your ideal clients, get insider information on what your ideal clients want, and build relationships that lead to more sales.
With over 1,765 members, your Local Entrepreneur Network gives you more fun, fast, easy ways to get new clients. Visit us at www.LocalEntrepreneurNetwork.com . Click Here to see more about Monday Morning Networking and Mastermind Meetings.
Carole Pepe serves as president of the Local Entrepreneur Network. She is an innovation enthusiast, social connector, and community builder who believes a vibrant professional network is critical to your business success.
Carole Pepe, president, Local Entrepreneur Network