One of your company’s most valuable assets might not be an obvious choice. Sales leads, in reality, can predict a business’s financial future and success. That’s why it’s important to gather high-quality leads wherever and whenever you can.
“Successful lead generation is predicated on a firm foundation strategy,” says Brian J. Carroll in his book “Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI.” He says, “The generation of leads today calls for much more than salespeople getting on the phone in an attempt to schedule an appointment.”
Conferences, trade shows, and corporate events are all lead engines because they allow for precious face time, which is hard to come by today. They give you the chance to meet new customers, cultivate relationships, quicken the sales cycle, and increase the company’s visibility.
If you prepare for these events by recognizing your defined objectives beforehand, you will see huge results from your investment. Top salespeople often practice the following 10 tricks and tips to bump up their number of leads after business events.
1. Plan your time. Review the agenda in advance to identify the speakers, and then select which sessions you and your colleagues will attend to gain maximum exposure. Split up throughout the duration of the event — this can double your number of leads.
2. Stay connected. Stay connected while at the event with business tools such as SF.com (or another internal CRM system), LinkedIn, and Hoovers.com. It will allow you to research and prepare on the fly for a meeting and make the best impression.
3. Do not be late. Show up between five and 15 minutes early to all sessions and activities. This will get you at least one more conversation.
Continue to read the article and the rest of the 10 tips at EyesOnSales.