productronica 2019 // 10 steps for guaranteed success at trade fairs
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LEADMANAGEMENT<br />
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OVERVIEW <strong>10</strong> STEPS<br />
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Perfectly-planned recording of contact d<strong>at</strong>a guarantees <strong>success</strong>.<br />
KEY QUESTIONS<br />
How do I ensure, be<strong>for</strong>e the <strong>trade</strong> fair, th<strong>at</strong> the optimum method<br />
is used to record contacts?<br />
In<strong>for</strong>m all employees of the process of recording contacts and set out a standardised meeting <strong>for</strong>m.<br />
This way you can be sure th<strong>at</strong> you have all in<strong>for</strong>m<strong>at</strong>ion available <strong>at</strong> the end. A record of the meetings<br />
simplifies the evalu<strong>at</strong>ion of your <strong>trade</strong> fair contacts and enables a quick response to your visitors.<br />
Be<strong>for</strong>e the <strong>trade</strong> fair has started, prepare a thank-you letter and send this to your visitors <strong>at</strong> the same<br />
day or shortly after the <strong>trade</strong> fair.<br />
How do I record the contacts on the stand?<br />
To be able to evalu<strong>at</strong>e in<strong>for</strong>m<strong>at</strong>ion about the meeting, this in<strong>for</strong>m<strong>at</strong>ion must be recorded directly after<br />
the meeting. Notes made during the meeting show your visitor th<strong>at</strong> you take their m<strong>at</strong>ters seriously<br />
– nevertheless, your notes should be made openly so th<strong>at</strong> your visitor knows wh<strong>at</strong> you are<br />
writing down. Do not <strong>for</strong>get to <strong>at</strong>tach the contact d<strong>at</strong>a or a business card of the person you meet to<br />
your notes. And always agree the next step: <strong>for</strong> example scheduling another appointment, having<br />
in<strong>for</strong>m<strong>at</strong>ion or an offer sent.<br />
Record contact d<strong>at</strong>a directly and digitally<br />
right on the stand.<br />
Standardised meeting <strong>for</strong>ms can be quickly digitalised.<br />
No in<strong>for</strong>m<strong>at</strong>ion gets lost this way.<br />
Cre<strong>at</strong>e competitive advantages by promptly processing your<br />
<strong>trade</strong> fair contacts after the <strong>trade</strong> fair.<br />
Record the following standardised d<strong>at</strong>a with a simple meeting <strong>for</strong>m:<br />
contact d<strong>at</strong>a, visitor c<strong>at</strong>egories (customer etc.), subject of meeting<br />
(i.e. interest in certain products), to whom should the contact be<br />
<strong>for</strong>warded, next <strong>steps</strong> agreed and d<strong>at</strong>e, notes.<br />
How much ef<strong>for</strong>t does it take to record professional contacts?<br />
You can save your stand employees a gre<strong>at</strong> deal of time by using the right tools – and ensure th<strong>at</strong><br />
all d<strong>at</strong>a and meeting <strong>for</strong>ms are already saved in digital <strong>for</strong>m<strong>at</strong> <strong>at</strong> the <strong>trade</strong> fair. You can digitalize<br />
all your visitor‘s contact d<strong>at</strong>a by using professional leadmanagement. All important contact and<br />
meeting d<strong>at</strong>a is immedi<strong>at</strong>ely available <strong>for</strong> subsequent processing.<br />
PRACTICAL TIP<br />
Leadmanagement Service<br />
With the Lead Management service from<br />
MEPLAN, follow-up work starts during the<br />
<strong>trade</strong> fair. Your visitors` contact d<strong>at</strong>a and<br />
meeting in<strong>for</strong>m<strong>at</strong>ion are available <strong>for</strong> you in<br />
digital <strong>for</strong>m, upd<strong>at</strong>ed daily.<br />
Contact <strong>for</strong> further enquiry:<br />
consult@meplan.de<br />
1| Electronic capture<br />
of contact details<br />
2| Digitising lead<br />
<strong>for</strong>ms<br />
3| Rapid response to<br />
<strong>trade</strong> fair visitors<br />
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