How can you build a targeted email list for B2B email marketing using trade shows?

With certain levels of sponsorship there are trade shows that will provide you with the attendee list. If the show is one that is really relevant for you, these lists are worth the spend! You can then use the lists to build/add to your email list. For every trade show you attend, ask the show management, "How can I get the show registration list?"

I did it actually. it was my first time. I went to an international trade show where I happened to meet a lot of business brains. but building a targeted email list is going to be a strategic action. you need to see the event navigation and target set-ups, businesses, and people you need the most. have one or two assistants and assign them each one target and location. make sure they have good communication skills. (otherwise don't blame them but your choice and selection for getting nothing) And get started, the easiest way but it works great!!

I agree and I think it goes even a step further. Within the tradeshows that you have determined are in alignment with your target market, you need to decide HOW you are going to show up at each. Not everything is about the booth presence. Sometimes a speaking slot, side event, etc is more aligned to what you need to get out of the tradeshow then spending the time and money on a booth, just for the sake of having a booth

I'm going to add capture as many leads as you can. Then do what hardly anyone does and follow up and follow up and follow up. So many sales get lost because it doesn't get done.

To build a targeted B2B email list at trade shows, strategically engage with attendees. Set up a booth, use lead retrieval systems, and leverage QR codes for efficient data collection. Offer incentives for sign-ups and host workshops to gather relevant contacts. Promptly follow up with personalized emails emphasizing exclusive content. Ensure compliance with data protection, segment your list, and nurture relationships with consistent valuable content. This focused approach optimizes trade show impact in constructing a targeted B2B email list.

Some formats or mechanisms to capture leads: -Give swags or a special product in exchange for the completion of a form - Provide a free test, diagnosis - Create a contest for companies to participate after having completed a form and shared his/her knowledge. Once companies have completed the contest, there will be some prizes to be awarded in our stand. This will drive traffic to the stand and will make people participate in order to be featured as 'the most XXX company in the tradeshow' Concerning tech or tools to get leads: - Some fairs provide a scanner that swipes attendees' cards - QR codes leading to a landing page. The QR codes can be included in many different places: swags, totem, visit cards, banners, leaflets...

Your booth and materials should clearly articulate what your business does, the benefits you offer, and why someone should engage with your brand. Equip your booth with tools to collect contact information. Options include: Digital tools, qr codes, business card scanners. The lead capture process should be quick, easy, and secure.

Competitions can be good. If they want the prize they're probably a good potential client too. Something that helps get some small result is ideal. Then they can get the full results as your client.

Things I found helpful : Here are some tips and tricks to help you prepare your lead capture strategy effectively at trade shows: Define Your Value Proposition: Clearly articulate what your company does and the value you provide to potential leads. Highlight how your products or services can solve their pain points or address their needs. Craft a concise and compelling message that conveys the benefits of engaging with your business. Know Your Audience: Research the attendees and demographics to tailor your messaging accordingly. Understand the specific challenges or interests of your target audience; Probably the most important step would be: to test and iterate: evaluate and improve based on the results from each trade show.

Lead capture at events is a fascinating, intuitive process. You would undoubtedly want to capture quality leads, not just "visitors" to your booth. This means that the booth creatives and messaging you use should attract the right audience - they see your messaging from a distance and walk up to your booth. At the same time, when the visitor does walk up to you, your pitch should be precise and clear to be able to engage the right audience. Its ok if the visitor walks away since her needs don't match the value proposition you offer - you don't want to have a "prospect" in your database that would never convert! At the same time, the pitch should be so clear that the right prospect gets engaged and set up for future discussions.

This seems like it should be so obvious but is so often overlooked. I also think it merits mentioning to not be focused only on the key names, accounts, and titles that you really want and then disregard the rest. Not only because that is rude :) but also because you never know what internal relationships people have at their company (perhaps with the title that really does have a stake in your solution), you never know what role someone may have the next day, week, month, etc that turns out to be more aligned to your solution, and/or what company they may end up moving to that ends up being on your target list. If you're going to spend the money to be there, then BE THERE and not just for certain people

It is very important to qualify and then appropriately engage your prospects at a trade show. Your representatives at the booth should understand the needs of the prospect and map it to the value proposition of their offering(s). Its important to pitch the right product or solution instead of delivering a "catch-all" generic company pitch. Its equally important to respectfully let the prospect know if there is no resonance between their needs and what the business has to offer. Its in the best interest for both the parties to have "qualified" engagement.

In the B2B world, its important to have intelligent, personalized follow-ups - repeated "mindless" follow-ups are unlikely to make any positive impact, and can certainly irritate the prospect and even spoil your brand image. Its important to segment the leads from the event according to industry, size, need, buyer persona and craft as personalised a follow-up as possible. The follow-up can be over email, linkedin or even on phone if you connected really well with the prospect during the event.

Follow up with them and follow up with them in a way that inspires future connection rather than expects it from them. It is up to your team to go through the interactions and look at/talk through what the interaction was and then bucket the follow-up accordingly. There are those that (hopefully) very clearly asked for a follow-up while at the booth and others that just let you scan their badge and had a nice conversation together. Those two are not equal and should not be treated as self. Both meaningful, but don't go after the "badge scanner" in a way that assumes they want the follow-up. Share information you think would be helpful and of interest to them, connect with them, and hopefully it will turn into them asking for more

1) From the qualified leads, always try for a first conversation to understand the business need and the solution to be provided from end user's perspective. 2) Highlight some keywords/ discussed points during the exhibition in the communication to create a recall and connect. 3) Create a pitch which focuses on providing a solution rather than selling a product.

You can simply can't do enough of this. If they have no interest they'll tell you. But any enquiry had some interest in becoming your client.

Use ABM to identify and target your most valuable prospective accounts before the trade show even begins. Research who from those accounts will be attending and set up meetings in advance. Make sure to collect lead contact info during the show. Within a day or two after the event, your sales team should reach out to set up discovery calls with each lead. Come armed with insights about challenges their company may be facing that your solution can address. This shows you did your homework about their specific needs. An ABM approach allows for highly personalized, tailored outreach at scale.

Be hyper-personalized in your follow-up emails. After trade shows, every single sponsor will be trying to do the same: convert leads from the event as quickly and effortlessly as possible. Start preparing for the follow-up during the event. Make sure that the event crew records conversation details against the leads so when you create the follow-up cadence, you can refer to these details. You can reach out one-to-one to achieve that super-personalized buyer experience. Or if the list is too large, use marketing automation: tidy up your lead list and the conversation details on a spreadsheet so when you import it into your CRM, you can pull the event conversation details into a dedicated data field and include them in your emails.

Many trade shows allow you to purchase lists of attendees for an additional fee on top of regular booth registration costs. In some cases they are available before the event, and in some cases afterwards.