"Hey Newman"

How Long Are You Waiting Before Your Lead Follow Up?

Hey Newman, how long is too long before following up on trade show leads? Something tells me I’m not going to like the answer.  -Robert in Palo Alto

Robert, three-quarters of the leads generated at trade shows are never followed up on … and when they are followed up, it tends to be way too late. So, what does that mean for you? It means don’t bother to spend the money on lead generation if you’re just trying to impress the people in the next booth with a big statistic. Those 2,000 leads you got don’t mean anything if you don’t do something with them.

It’s essential you have a mechanism in place for when you’re receiving the leads, whether that’s using barcode scanners or a little Q&A afterward to ascertain if this lead is something worth pursuing over the next week, two weeks, month or year. You need some way of categorizing your leads as “HOT,” “warm,” “cold” and “dead fish.” (Well, maybe not the last one.)

Take those leads and, for example, send each one a postcard with a funny photograph from your presentation. People aren’t very accustomed to getting real mail anymore, and sometimes that can be far more attention-grabbing than just seeing another e-mail in the inbox. But at least promptly send an e-mail with a memorable photograph in it. Thank that potential customer for coming by the booth. Tell them you really appreciate it—and have that note waiting for them Monday when they get back from the trade show.

First contact should come within days of the trade show’s end. When two or three weeks or God forbid a month goes by without contact, you just end up lumped together with all the other SPAM.

I use a postcard as an example of something that makes people stop and take notice. When I get a postcard I say, “Wow, that’s amazing.  I haven’t gotten a postcard in a long time.” It will make me not want to throw it out, particularly if it’s a funny image that makes me laugh. And when it’s flipped over, there’s just a quick note:

“Thank you for stopping by the booth. We’ll get in touch within a week or so to follow up.”

It’s just a warm way to reach out to people. Warm is good. Prompt is even better.

People go to such lengths to get traffic in their booth—renting the leading scanning devices and hiring crowd gatherers … and then it either all sits untouched in a database or collects dust as a stack of business cards or filled-out lead cards. Somehow, nobody does anything with them after putting in all that initial effort. Worse, they’ll group them by territory and send the info out to their sales staff, who expect these to be qualified leads. But after a few phone calls those salespeople realize these were just a bunch of people who stopped by to get a T-shirt. They’ll quickly feel like they’re wasting their time and stop making attempts, which ultimately throws out the good with the bad.

That’s why they need to be categorized as real leads, as opposed to just inflating the body count. Sometimes you’ll know immediately when you have a hot lead. In those cases, there’s no such thing as getting hold of somebody too soon. (Well, let them de-board the plane and get home first.) But there’s nothing better than arriving and finding a note waiting for you.

Do you have an industry-related question you’d like answered on “Hey Newman”? Send him an e-mail and get your inquiry answered on the blog.

Tags: lead follow up, lead generation, qualified leads, trade show opportunities, trade shows
Posted in Booth staff, Lead generation & follow up, Trade show news & trends, Trade show presentations | 7 Comments »