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

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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. 22
1 0 2 0 30 40 5 0 60 70 8 0 9 0 100 OVERVIEW 10 STEPS % Record contact data directly and digitally right on the stand. Standardised meeting forms can be quickly digitalised. No information gets lost this way. Create competitive advantages by promptly processing your trade fair contacts after the trade fair. Record the following standardised data with a simple meeting form: contact data, visitor categories (customer etc.), subject of meeting (i.e. interest in certain products), to whom should the contact be forwarded, next steps agreed and date, notes. PRACTICAL TIP Lead Management Service With the Lead Management service from MEPLAN, follow-up work starts during the trade fair. Your visitors` contact data and meeting information are available for you in digital form, updated daily. Contact for further enquiry: consult@meplan.de 1| Electronic capture of contact details 2| Digitising lead forms 3| Rapid response to trade fair visitors 23
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productronica 2017 // 10 steps for guaranteed success at trade fairs

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