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The Fallout of Fish Bowl Marketing;
Focus on These Top 10 Tips for Obtaining Sizzlin' HOT Leads Instead

(This article can be reprinted; as long as the byline at the end of the article is included)
 

Linda Musgrove
TradeShow Teacher
www.tsteacher.com
linda@tsteacher.com

Have you ever wondered why some businesses exhibit at Trade Shows and leave withSizzlin' HOT Leads that result in solid business opportunities, while others struggle to get qualified leads - even though they have gathered every lead they can get their hands on while at the show?!

There is a common misconception among some exhibitors; many feel compelled to leave with stacks and stacks of leads and resort to techniques such as "the fishbowl" approach. Oh - You know what I'm talking about!

For those of you who practice this habit, I am asking everyone to please "Save the Fishies" and stop using this approach for collecting leads! The fishies will thank you and your results will improve dramatically! Why? You ask!

Think back to the last show that you exhibited at with your handy dandy fishbowl, then think about those stacks of leads that you were so proud of collecting; during the follow up calls, how many times did you hear:

- "What did I win?"

- "Who are you again?"

- "What is Your Product?"

- "Oh you were the guys giving away xyz great prize! Did I win?!!!"

- "Sorry, I don't remember your business..."

...Ouch! That HAS to hurt! Are you starting to see why I oppose Fish Bowl Marketing approaches? The results are just not there – unless your sole purpose for exhibiting is to build a database, then, and only then, it’s OK! But don’t necessarily count on getting a good “return” from that database though.

There are plenty of targeted strategies you can apply for getting those Sizzlin' HOT Leads you want; I don't like to see businesses waste time OR money, so I am going to share a few of those tips with you to help you improve your Trade Show Leads!

Top 10 Tips for Obtaining Sizzlin' HOT Leads:

1. Make sure you're exhibiting at the right show for your business

2. Determine the lead acquisition and follow up process BEFORE the show; inform all appropriate
    departments - and most importantly, the booth staffers!

3. Know what type of key prospects you are looking for (title, particular company, industry, etc.)

4. Have your signage address and direct your key prospects to the booth, NOT a stack of promotional
    items!

5. Ask prospects open ended questions

6. Create a Lead Card with pre-printed multiple choice questions about the prospects needs

7. Write notes about the prospects needs

8. Categorize each lead

9. Let the prospects know when to expect follow up and what method will be used

10. Don't expect to leave with stacks of leads – expect to leave with only several QUALIFIED, Sizzlin' HOT Leads that will result in business!

Linda Musgrove, the TradeShow Teacher helps companies improve their Trade Show Results through customized Educational Trade Show Marketing Programs; with programs for individuals, or entire departments and with the Trade Show Training Manual she authored, titled: Trade Show Training, for Increased Return On Investment. Visit http://www.tsteacher.com to register for the FREE Trade Show Tactics Newsletter! Call (888) 547-7410 for a FREE consultation.

More About the TradeShow Teacher

(This is for informational purposes and does not need to be included if you wish to re-print this article

Serious Businesses have Linda Musgrove, the TradeShow Teacher.

Why do these professionals actors and musical artists have coaches? To understand their audience, improve their performance, market themselves to their target audience and so on.

Why do businesses need the TradeShow Teacher? So they can speed your sales cycle, increase revenue and increase Trade Show ROI by learning how to:

- Select the Right Shows to Exhibit at
- Obtain Qualified Leads
- Target Public Relations and Marketing
- Design Effective Graphics and Messaging
- Set Strategic Goals and Objectives
- Create an Effective Lead Handling Process
- Master Networking Skills
- Streamline the Planning Process
- "Stand Out" from the Crowd
- AND MUCH MORE!