productronica 2017 // 10 steps for guaranteed success at trade fairs

LEAD MANAGEMENT
Perfectly-planned recording of contact data guarantees success.
KEY QUESTIONS
How do I ensure, before the trade fair, that the optimum method
is used to record contacts?
Inform all employees of the process of recording contacts and set out a standardised meeting form.
This way you can be sure that you have all information available at the end. A record of the meetings
simplifies the evaluation of your trade fair contacts and enables a quick response to your visitors.
Before the trade fair has started, prepare a thank-you letter and send this to your visitors at the same
day or shortly after the trade fair.
How do I record the contacts on the stand?
To be able to evaluate information about the meeting, this information must be recorded directly after
the meeting. Notes made during the meeting show your visitor that you take their matters seriously
– nevertheless, your notes should be made openly so that your visitor knows what you are
writing down. Do not forget to attach the contact data or a business card of the person you meet to
your notes. And always agree the next step: for example scheduling another appointment, having
information or an offer sent.
How much effort does it take to record professional contacts?
You can save your stand employees a great deal of time by using the right tools – and ensure that
all data and meeting forms are already saved in digital format at the trade fair. You can digitalize
all your visitor‘s contact data by using professional lead management. All important contact and
meeting data is immediately available for subsequent processing.
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