Lead generation could work for just about any business, from not-for-profit organisations to education institutions, technology companies, event services, commercial solution providers and the list goes on…
As a marketer, do you know which lead generation methods work best? Do you have difficulties generating more leads for your sales team?
In a recent study, it was identified that generating more leads is one of the biggest challenges faced by marketers.
Figuring out the most effective methods for generating leads should always be on top of mind for marketers looking to connect ROI to your marketing spend and effort.
In the same study, conferences are ranked in the top two sources for lead generation.
- You benefit from conferences having highly targeted marketing campaigns
- Increase your product visibility and presence as a thought leader in the industry
- Build and grow your current business relationships by meeting face to face with your current clients and key prospects
- It’s an excellent platform to showcase your products and services
For this to be effective, our suggestion is to have a plan and formulate a strategy to make your investment on conferences a worthwhile one.
Here are some useful tips for you:
1) Have a lead generation plan
This is of great importance. The secret to a successful trade show or exhibition is to know, in advance, exactly what you want to achieve – and then craft detailed plans to help you deliver and reach your goals.
2) Set goals and targets
Plan in advance the number of good quality leads you want to secure at the trade shows/conferences.
3) Focus and network
Prepare your qualifying questions and techniques in advance. Identify and make conversation with the decision makers. For more tips you can check out 8 networking rules to use at your next conference
4) Build your credibility and authority
This is a great opportunity to position your brands and products as an industry leader. So if the opportunity presents itself to form part of an expert panel, deliver a presentation or run a seminar, grab it. It will instantly raise your credibility.
5) Collect data
Make full use of the opportunity to connect and meet with as many people as possible. Collect data!
6) Follow up
Follow up any leads quickly – otherwise you’ll lose momentum.
How have you used conferences to generate leads for your business?
Here’re the value our sponsors have gained from sponsoring our events:
“As a sponsor, the conference was very well organised and ran very smoothly. It has a great line up of terrific speakers, great discussions on the hot topics in the tunnelling industry. Highly recommended for anyone who’s looking to gain exposure in this market”.
– Barry Farrell, Product Manager, Fire Protection Technologies
Tunnel Safety & Fire Protection 2013
“Great opportunity to understand the collective cultural shift, challenges and opportunities that CDC’s present within the aged care provider industry.”
– Nigel Smith, Divisional Manager, Aged care & Community, HARTMANN
Delivering Consumer Directed Aged Care 2013
“This conference has been really successful. It’s a great way for us to connect with the Not-For-Profit sector.”
– David Brenna, Associate Director, FIIG Securities
Not-For-Profit Corporate Partnerships 2013