If you’re in the business of business to business sales, Trade Shows are one of the leading provider of leads. No other strategy really comes as close to providing you with top quality prospects like meeting face-to-face.
But we know what you’re thinking: I still don’t know how to get leads, even if one might be three feet away from me! How do I convert this living, breathing person into someone who’ll want to do business with me?
The Business2Business Community site heard your concerns, and they’re here to help: “How to Get Killer B2B Leads at Trade Shows:”
When it comes to trade shows, you might think that generating B2B leads is a piece of cake. After all, you’re under one roof, engaging with those who have an active interest in your industry, often for multiple days.
One of their greatest pieces of advice is how to handle “the press:”
Typically, a trade show will release a list of press members who are covering the show. This may include bloggers, influencers, and journalists.
While these contacts are not themselves leads, their audience is. One of the most important steps you can take to snag time with these influential people is to reach out to them by email at least several weeks before a show. Request that they stop by your booth, and if possible, schedule a time for them to do so. Remember that media get jammed at trade shows so you want to be early enough for them to see you. If they are overscheduled or not attending the conference, not to worry. Offer them the opportunity to interview you in advance and embargo the interview till the show.
If you can, give them samples, a free trial, or a demo of your product or service. And don’t forget to provide background information or any helpful collateral.
You might think you don’t have anything to offer a news site because you’re not Beyonce or Jay-Z or any one of the innumerable Kardashian clan, but there’s always a market for content, and YOU are it. Especially if you can help a site’s target audience.