SHOT Show 2019 is right around the corner. If you’ve done an adequate job of promoting your SHOT Show presence and built a booth that rivals the Taj Mahal (or not)—the next and sometimes most difficult step is how to organize all those booth visitors you are going to attract into qualified leads. After all, that’s why you’re at SHOT right?
Before you hand over that koozie, T-shirt or iPad—have you determined the right questions to ask that qualifies your booths’ visitors—with the goal of turning them into promoters, leads or customers?
Trade shows, for the most part, are huge lead generators. According to the Center for Exhibition Industry Research (CEIR), exhibitors identify lead generation at 80-85% as the reason that companies exhibit at trade shows. This is closely followed by branding and customer engagement.
If you’re a wholesaler, distributor or manufacturer in the hunting, outdoor or firearms industry, here are 6 points from my B2B strategy for SHOT Show that you can steal to make the most of your leads and build better relationships with buyers and dealers.
1. Set Goals
It’s crazy how many companies go to SHOT without some sense of what they hope to accomplish. If it’s a certain number of handshakes, booth visits, clicks, leads, sales, contacts, P.O.s—whatever, set a goal and make a plan to achieve it. It will give you some sense of measurement of how successful your show was.
Steal my strategy: Take your overall SMART goals for the year and decide what a good show ROI looks like. Begin setting up meetings two-three weeks out via email and personal messaging via LinkedIn and then broadcast your attendance on Facebook, Instagram, and Twitter. Make sure to use the shows hashtags: #shotshow or #shotshow2019 so your posts show up in the SHOT Show App. Track engagement through a good analytics tool.
2. Identify the difference between a prospect and a lead
With over 65,000 attendees and 1,600 exhibitors do you know what your ideal customer/buyer looks like? It’s amazing how many marketers and salespeople don’t understand what the difference is between a prospect and a lead—let alone how to qualify them. A whopping 68% of B2B organizations have not identified their sales funnel. (Source: MarketingSherpa) When someone strolls up to your booth without an appointment, they most likely are in the awareness/information gathering stage. They found you online, heard about your product/service or saw what you offer as they were walking by.
Make sure that you have a list of questions to initiate a conversation that helps you identify where they are in the buying process and how you can best help them. I want to emphasize the word HELP. How can you help their business? 70% of people make purchasing decisions to solve problems. 30% make decisions to gain something. (Source: Impact Communications) Focus on that aspect and not pitching your product/services first. In the back of your mind, you need to be always thinking about uncovering what their problem is and how your product or service helps.
Here’re a few examples:
- What brings you to SHOT Show? (identifies their intent)
- How did you hear about us? (identifies understanding)
- What kind of business are you in? (identifies who the prospect is)
- What are you looking for in this type of_____?
(identifies if they are serious or are just browsing)
- What are your goals/challenges for the show/or 2017?
- What are some things you’ve been working on lately?
For more questions, see this post: 16 Sales Qualification Questions to Identify Prospects Worth Pursuing
By taking the time to focus and talk about their business—not yours—you are saying “you are important to me” which builds trust with the prospect. This brings down the hard-sell barrier and allows for a more engaging conversation.
Steal my strategy: If you’ve been executing an inbound marketing strategy throughout the past year, meetings at SHOT Show may be just a formality at this point. The sales cycle is 95% complete, and a face-to-face meeting is just icing on the cake on what will be a long and successful business relationship. The meetings I have at SHOT, are with qualified leads I’ve nurtured over the past 5-6 months.
While no definite industry statistics are available on this, likely only 10-20% of booth visitors are potentially qualified leads, if that many. So the question becomes how to sort out the best potential leads from the rest before initiating an expensive and time-consuming lead qualification process? (Source: Biznology)
If you’ve come to the realization that the person you’re talking to is not a qualified lead or what I like to call a “lookie lou,” (someone who is strictly there out of curiosity and who may just want to grab some schwag)—what can you do to make the most out of this touch point while not wasting valuable time? For example, you may pass him/her off to your booths’ official “lookie lou” ambassador. Someone who is solely responsible for handling unqualified leads that free up your front-line sales person. That person might ask them to tweet about your brand with your company’s #hashtag in exchange for a booth chachkie. Most people will be willing to do this in exchange for some schwag.
The more activity you can create over social media the better. You may want to add a label or sticker to your giveaways instructing them what to post. When you see the person’s post, thank them and follow them back to close the loop.
Steal my strategy: Don’t let any touch point go to waste. You never know who the person you are talking to may be; they may be an influencer with thousands of followers on Twitter, LinkedIn, Gun District or Instagram. Make sure to gather their info and connect on social media and remain in contact with them to build your network.
4. Enter leads into your CRM and follow-up fast!
Whether you’re scanning badges or entering leads into a CRM—send them a follow-up email within 24 hours or less. Thank them for stopping by and mention what you talked about to jog their memory. Depending on your conversation, make sure you find them and connect with them via LinkedIn if possible. Most prospects will be impressed on how fast you followed up. If you’re getting hundreds of leads per day—it will become difficult to follow up the night after the show because you’ll be exhausted. This is were using a CRM can come in handy.
Steal my strategy: Create your follow up email in advance with MailChimp, Constant Contact or your marketing automation tool and then import their names and email addresses, a note on the nature of the conversation and next steps. Send and track for engagement within 24 hours. Make sure to let them know that you will follow up by phone next week to discuss your sales conversation further or appointment details.
5. Qualify prospects through an automated workflow
Depending on how many contacts you gather over the week of SHOT Show, you may not have had time to qualify every single person you talked to. Or you may have experienced some push-back. Using your contact list, begin to nurture your leads through a series of emails based around a workflow that addresses the specific problems that your product or service solves. Link to your company’s blog and downloadable offers to educate your leads. Get your emails sent within 5 days.
Steal my strategy: Nurtured leads make 47% larger purchases than non-nurtured leads. (The Annuitas Group) By educating your leads through automation, you speed up the sales process, save time, build trust, brand awareness and rapport.
6. Standout through social media
Do you have a social media strategy? How are you going to use social media to draw and attract leads to your SHOT Show booth? A simple strategy starts first with automation. Using HubSpot’s social inbox, you can schedule all your promotional tweets and posts (Facebook and Instagram) in advance. Start with a schedule then create eye-catching graphics based on your promotions, product releases or giveaways. Make sure to include the hashtag #shotshow2107 and #shotshow along with your own specialty hashtag. Then create a mobile-friendly designated landing page that specifically showcases your promotions and a meeting signup form. Make sure to use your hashtag in your printed materials like an ad or sponsorship.
Steal my strategy: During SHOT Show 2016, I was amazed on how few brands utilized social media. This gives savvy companies an opportunity to stand out and attract leads. Schedule anywhere from 6-10 tweets, 3-5 Facebook and Instagram posts per day and perhaps one a day on LinkedIn (Personal and Company Page).
So to sum up, identify the difference of what a prospect and lead look like, make the most of every touch point, follow up within 24 hours, utilize automated workflows to nurture leads along your sales funnel and get busy on social media.
Have a great show!