Sales POP - Purveyors of Propserity
How to Generate Sales Leads at Trade Shows
Snapshots Infographics / Sales Management / Nov 28, 2016 / Posted by John Golden / 8983

How to Generate Sales Leads at Trade Shows


Lead Generation Techniques for Trade Shows and Exhibitions

The secret to a successful trade show or exhibition is to know exactly what you want to achieve. If lead generation is your main goal for attending a trade show, we have some key tips to help you generate as many leads as possible.

Lead generation is the act of stimulating interest amongst your target audience for a particular product or service you are selling. Trade shows, exhibitions or conferences are places you can collect a pool of contact details of people who are potentially interested in your product.

Lead Generation

There are 7 lead generation key tips:

  1. Have a lead generation plan: Don’t go in blind! Know in advance what you want to achieve and then create a game plan so you know how to make the most of the event.
  2. Set goals and targets: Even if it’s your first trade show, don’t approach the opportunity as simply exploratory. Set goals, and go after them!
  3. Prepare your image: Give some serious thought into how you will be presenting yourself. You want to make a good first impression and create an image that is on brand with how you sell and what you’re selling.
  4. Focus: Small talk is great for rapport building, but when you’re at a tradeshow with a lot of people to talk to and a short amount of time to do it in, transition quickly from small talk to a focused conversation.
  5. Build your credibility and authority: You want to make sure you demonstrate that you are capable and, credible, and an authority on what you are selling. People aren’t interested in buying from someone who doesn’t really know what they’re talking about.
  6. Seamlessly collect data: Make it very easy to collect data, and have a plan in process for how you plan to organize it.
  7. Follow up: Trade shows are a buzz of excitement, and those in attendance meet a lot of new people! Make sure to follow up, and be creative enough to help potential customers remember you.


About Author

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Author's Publications on Amazon

John Golden, best selling author of "Winning the Battle for Sales" presents "Social Upheaval: How to Win At Social Selling" to explain how every B2B salesperson can add social selling methods to their toolkits, and why it is so important that they do so without…
Buy on Amazon
FROM THE CREATORS OF SPIN SELLING―TRIED-AND-TRUE STRATEGIES TO ARM YOU IN THE WAR FOR SALES SUPREMACY "I distinctly remember my first VP talking about 'campaigns' and 'targets.' Indeed, successful salespeople have made learning from military tactics an important aspect of their careers. In this engaging…
Buy on Amazon
Pipeliner CRM

Pipeliner CRM

The first CRM solution designed to actually empower salespeople.

Pipeliner CRM: Instant Intelligence, Visualized
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.