Trade shows are great opportunities to network with potential clients, partners, and influencers in your industry. But how can you make sure that the contacts you've made don't forget you after the event? Here are some tips to follow up effectively and build lasting relationships.
The first thing you should do after a trade show is to send a personalized thank-you note to each contact you've met. This shows that you appreciate their time and interest, and that you're eager to stay in touch. You can use email, social media, or even a handwritten card, depending on the situation. Make sure to mention something specific that you discussed, and offer some value, such as a relevant resource, a referral, or an invitation to another event.
The time to make certain that you are memorable is AT the trade show by engaging in real, customer solution focused conversations and by being genuine. In order to do this, you need to do your homework pre-show and have very specific talking points with your top prospects at the show. That is the REAL value in trade shows ... making a genuine connection that opens conversations and accelerates sales cycles. Post-show follow up is just the natural effort made to keep the conversation moving forward.
First of all, make a list of the interest level - Cold, Potential, or Hot Lead. Send a thank you note for the visit, the time, and the interest. Then, in my company case, could you include some samples of your work according to your chat at the event? Then, could you wait and take another approach, this time on social media? LinkedIn is perfect. After that, you can call and ask if the person remembers you, if the person received your email or message, and ask for feedback.
A personal note to a qualified person that shows appreciation for their interest and time is always appreciated. But what can make a difference between your note and another is to ask for some small favor or help. Would you be able to critique our interaction or compare our solutions to others you may have run into at the event? Most people are willing to respond to a request for help and now you are relationship building not prospecting.
When I meet someone at a trade show, I always try to make a big connection right there on the floor - I ask them to take a selfie with me on their phone. This method guarantees a 100% return call rate. Trust me, steal this idea - you won't regret it!
Sending a timely, personalized follow-up communication that references something mentioned during the conversation or references an observation is a difference maker. It does not have to be business-related, if you establish a personal connection the business will come. The follow-up can be a handwritten note, text, email, letter, voice message, or video message. Don't be offended if there is no response.
One thank-you note is not enough to keep the conversation going. You need to follow up regularly with your contacts, and provide them with useful information, feedback, or opportunities. Don't be too pushy or salesy, but show that you're genuinely interested in their needs and goals. You can use a CRM tool or a calendar to keep track of your interactions and schedule your follow-ups. Aim for at least one touchpoint every month, depending on the nature of the relationship.
I would start by segmenting the event list into high, moderate, and low levels of engagement based on your interactions at the event. Did you have a 1:1 conversation, or did they just drop off a business card? For your highly engaged, I recommend sending a personal 1:1 follow-up email from the person they met at the event but ultimately follow up with every contact within 2 business days following the event. Then, look over your existing follow-up nurture programs to figure out which is most appropriate for this group/segment and customize it based on the event to keep the audience engaged over time. If you have an SDR/BDR team, schedule timely follow-ups throughout the upcoming sales cycle to work toward securing the SQL.
Immediate Follow-Up: Send personalized follow-up emails within days of the trade show to the most highly engaged segment of your list. Mention something specific from your conversation to make it more personalized and memorable. Use marketing automation to send a nurture sequence emails to the moderate or least engaged segments, tracking their delivery and open rates. Avoid generic mass emails; instead, use as much personalization as possible. Engage on Social Media: Connect with your contacts on social media platforms to stay top of mind. Offer Value: Provide exclusive offers or discounts. Track Interactions: Use your CRM to track engagement, and analyze the data to optimize your strategy accordingly.
Nada melhor que montar uma agenda mensal de reuni?es com cada cliente prospectado, para um acompanhamento mais próximo das necessidades e futuras negocia??es.
Yes, it helps to always remember- tradeshow personal contacts are truly "warm" leads. Make notes about the conversations on their business cards or on your phone/laptop the day you meet them. This way, the conversation stays fresh/accurate, and it shows you took the time to remember them.
Estabele?o um cronograma para acompanhar esses contatos de maneira regular, mas n?o invasiva. Compartilho atualiza??es relevantes ou conteúdo que possa ser do interesse deles, mantendo a conex?o viva e demonstrando meu interesse contínuo em uma parceria mutuamente benéfica.
Another way to stay in touch with your contacts is to be active on social media. You can follow them on the platforms they use, like and comment on their posts, share their content, and tag them in relevant posts. This helps you to build rapport, increase your visibility, and establish your credibility. You can also join groups or communities where your contacts are members, and participate in discussions, polls, or events.
Absolutely, nuture those new contacts on social. Get to genuinely know about them, what they do, how they do it, who they serve… then how can you support them… collaboration, JV, hire… the possibilities are endless but start with interaction on social.
Connect with them further via social media, initially. This provides an opening to say thank you for the connection, ask for any feedback and follow up on any questions they may have. Connecting via social media also triggers their memory after seeing your photo and reminding them of where they met you. It can also be less pressure on them to get to know you as a person first. They are likely getting bombarded with emails and phone calls from people trying to sell them a product or service immediately after a trade show. Connecting through social media first enables a friendlier, non-pressure approach. From there, you can build on that relationship and follow up growing their interest in your products and services.
Utilizo plataformas de mídia social para manter o contato, comentando suas postagens e compartilhando conteúdo que eles achar?o útil ou interessante. Isso ajuda a manter meu nome e minha marca em sua mente de forma positiva e engajada.
As redes sociais se tornaram uma realidade no mercado corporativo, permitindo intera??es diversas, buscando sempre uma aproxima??o de forma leve com o cliente.
If you can't bond and develop rapport, you shouldn't be in sales. The ability to do this and interreact with customers and prospects is a key skill.
One of the best ways to make sure your contacts don't forget you is to add value to them. This means that you should offer them something that helps them solve a problem, achieve a goal, or learn something new. For example, you can send them a case study, a white paper, a webinar, a podcast, or a free trial of your product or service. You can also introduce them to other people in your network who can benefit them, or give them a testimonial or a review.
Add value with every follow-up message! If you have pain points and challenges for a lead, address them by positioning your products/services as the solution. If you don’t have context, send them valuable resources like industry trends, links to webinars, newsletters, blogs, etc. To nurture a warm lead, you can also offer promotional discounts, etc. Another great way to make sure your leads remember you long after the trade show is over is to give them unique and memorable giveaways. Think custom-branded tote bags, seasonal items like umbrellas, raincoats, electric fans, etc., or themed giveaways like scented candles for home furnishing trade shows.
Todo encuentro debe generar un valor agregado o a?adido. La mejor manera de enaltecer un encuentro en un espacio ferial es demostrar que el conocimiento obtenido merece una mayor y especifica informacion. Para esto 2 sencillas acciones : Enviar un catalogo, un blog, una informacion vigente a traves de una encuesta qu valide que no perdieron el tiempo juntos convrsandp en la feria.
I love the idea of adding value - sharing an article or helpful resource is great. I would caution that this should be done in a less aggressive way in order to position you as a helpful, trusted resource rather than overly sales focused.
Au-delà des remerciements, chaque note est une opportunité de renforcer le lien. Proposer une ressource, une référence ou l'invitation à un prochain événement pertinent ne se limite pas à montrer votre générosité. C'est également une manière d'initier une dynamique d'échange et de partage, essentielle pour une relation professionnelle fructueuse.
Em cada intera??o, busco maneiras de agregar valor à sua experiência ou negócio, seja através de insights do setor, oportunidades de networking ou solu??es diretas para seus desafios. Ao fazer isso, me posiciono como um recurso valioso e um contato que vale a pena manter.
Another way to keep the communication flowing is to ask for feedback from your contacts. This shows that you value their opinions and insights, and that you're willing to improve your offerings. You can ask them for feedback on your products, services, content, events, or anything else that is relevant to your industry. You can also ask them for suggestions, recommendations, or ideas on how to improve your value proposition or your customer experience.
Dans mes notes, je m'efforce toujours de rappeler un élément spécifique de notre conversation. Que ce soit une référence à un défi mentionné par mon interlocuteur, une idée partagée, ou même une anecdote personnelle, l'objectif est de montrer une écoute attentive et un intérêt sincère. Cette touche personnelle transforme un simple message de courtoisie en un véritable pont vers une future collaboration.
Em algum momento após nossa primeira intera??o, pe?o feedback sobre como posso ser um melhor recurso ou parceiro para eles. Isso demonstra minha dedica??o ao crescimento e à melhoria contínua, além de envolvê-los ativamente na evolu??o da nossa rela??o.
Customer feedback is our window into brand perception. I constantly seek suggestions from new and existing contacts to refine our products, services, and the overall customer experience. Remember, even the simplest idea can be a game-changer!
Finally, if possible, you should try to meet your contacts in person at least once in a while. Nothing beats face-to-face communication when it comes to building trust and rapport. You can invite them to a coffee, a lunch, a workshop, or another trade show. You can also attend events or conferences where they are speaking or exhibiting. Meeting in person allows you to deepen the relationship, showcase your personality, and create memorable impressions.
Las ferias son para eso, para encintrar personas, para romper el relacionamiento que la vida moderna nos pone a traves de la digitalizacion de las relaciones. Las ferias nos invitan a conversar, a mirarse a los ojos a estrechar las manos. Una estrategia que nunca falla es invitar al encuentro personal. Todas las conversaciones deben apuntar a que la feria sea el punto de encuentro.
Passionate Sr Sales Executive delivering innovative print solutions at Harvest Graphics
I am a big proponent of meeting in person. We all have our "personal lives" beyond what we do for work. Meeting in person enables a stronger relationship building experience and human connection. I always learn something new when I meet with someone in person. Even if we don't do business together, I am grateful for the connection.
There's a reason why a handshake beats a hundred emails. Meeting customers, sales reps, and colleagues in person unlocks a deeper connection. You can showcase your personality, build rapport, and create lasting impressions – all of which can significantly outweigh any other types of communication.
Quando possível, sugiro um encontro presencial para discutir como podemos colaborar ou apoiar um ao outro. Um encontro cara a cara pode fortalecer significativamente a conex?o e estabelecer uma base sólida para futuras intera??es.
Já no evento, busco deixar marcado uma reuni?o presencial para conhecer melhor o cliente, suas necessidades e criar um relacionamento que no futuro traga bons frutos.
Totally agree on all points. And we need to balance how often the follow up / social part is with new contacts. The trick is to keep them interested not bomb them too often. ??
Estou sempre atento a detalhes específicos sobre seus interesses pessoais e profissionais mencionados durante nosso primeiro encontro. Utilizar essas informa??es para personalizar ainda mais minhas comunica??es e a??es futuras garante que me destaco como alguém que realmente escuta e se importa.
In my personal opinion, simply be your True self not your professional self not your salesman self just your True self. Never promise what you cannot execute. Be truthful in everything you say and do. Be kind be passionate be forthcoming be the person they don’t want to be without when they need that product or service.
You can run a give-away campaign. I think if you can give some technology related things like MacBook cover or portable charger with your brand logo printed on it to your booth visitors, then chances are high that they will remember your name.
Try and find an event that you will be present to inform them about and ask them to meet if they will attend. We all like to get info on upcoming events and it can work to our benefit.