Do you know where your sales leads are?

It’s May. Do you know where your CONEXPO-CON/AGG & IFPE sales leads are?

A survey by the Center for Exhibition Industry Research (CEIR) concludes that timely efforts to follow up on trade show sales leads are “essential and integral” to maximizing exhibition ROI. And because trade shows represent a significant investment for any size company, most exhibitors are diligent about following up in an expeditious manner, CEIR said.

In fact, in a post-show survey, 82 percent of CONEXPO-CON/AGG and IFPE 2017 exhibitors said that because they measure exhibition ROI through leads and sales generation, they can’t afford to NOT to fully manage sales leads all the way through the process..

But there are some exceptions.

Why No Follow-up?

“The primary driver for many exhibitors is the chance to grow their businesses with both new and current customers,” said Kimberly Kraft, manager, advanced technology at Experient, Inc. “So why don’t some exhibitors follow up on leads?”

One answer may be that some exhibitors only focus on “hot” or “A list” customers. As a result, they may miss those that are early in their buying cycle or influencing potential. Another possibility is one every exhibit manager has faced: the time constraints involved with set-up of back-to-back shows and other job duties that can call them away from sales lead follow-up.

So no worries. If you haven’t followed up on your leads – or even if you have – now is the time to take a look at them with fresh eyes, Kraft said.

Free Exhibitor Webinar

To help CONEXPO-CON/AGG and IFPE exhibitors maximize their exhibition ROI, AEM is offering a free on-demand webinar, "Lead Follow-up: Strategies & Tools for Post-Show Success.” In the webinar, Kraft tells exhibitors how to access and use their sales lead information.

She also talks about eventBit, Experient’s new breakthrough lead retrieval technology. AEM worked with Experient to offer its exhibitors this new technology at CONEXPO-CON/AGG & IFPE.

“We urge exhibitors not to let their valuable trade show investment go to waste,” said Mary Bukovic, AEM director, exhibitor engagement services. “This free webinar will help them take full advantage of Experient's state-of-the-art lead retrieval technology and increase their exhibition ROI.”

For More Information

For more information, contact AEM's Mary Bukovic (mbukovic@aem.org, tel: 414-298-4173).

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