subject: Trade Show Lead Generating Secrets [print this page] Author: Anders Boulanger Author: Anders Boulanger
Transcribed from Anders'trade show video coaching series . Hi, its Anders the infotainer and Im here in beautiful Kelowna, British Columbia and behind me you see Lake Okanogan and Lake Okanogan is rumored to have a Loch Ness-like creature called Ogopogo, but of course, its just a myth and this brings me to my tipits that theres a myth in the trade show industry that you have to talk to all the prospects and give them your full time and attention and thats just not true because not all prospects are created equal. Some of them are going to waste your time. Some of them are going to come and just talk about whatever they want to talk about and youve got to find a way to disengage from that situation in a polite way. Yesterday, at the trade show I was working at, there was a guy, he came, he talked to every booth that he was interested in and he was quite a loud talker. He just would talk, talk, talkyou wouldnt even have to say any words back to him and he would just keep on going and he just liked to hear the sound of his own voice and basically people like that are going to waste your time. You only have a finite amount of time to actually do business and generate as many leads as you can and youve got to find a way to be able to get out of that situation. One of the ways that I recommend doing is you give out one of your gifts, one of your promo links and you give them your business card, you shake their hand and you thank them for coming out and you say, If you have any questions, give me a call. And thats usually a nice way to get out of it. Another time, you can refer to another booth, if they actually mention some other product, you might feel another company is specialized in, you can move them on to that area. So youve got to find ways to do that. A man I like to call friend and mentor, Joel Bauer who taught me many things about trade shows, he told me about the Madonna close. The Madonna close refers to Madonna's appearance on David Lettermanmany years ago, and she started swearing and being really rude and obnoxious and David Letterman just basically said, Thank you very much. Thanks for coming out, and when they came back from commercial Madonna was gone! Thats what youve got to do. You say, Thank you very much. Give them a business card, promo links and send them on their way and that way, you're going to have a lot more time to be able to do business with the prospects of value. People who are actually going to buy or have a chance of buying and thats going to make you a much greater success on the trade show floor. So thats it for now. Well give you another tip in the coming weeks. Thanks for watching!About the Author:
Anders Boulanger is a certified Trade Show Infotainer. He makes his living generating leads and increasing trade show traffic for his clients at trade shows. Anders guarantees an increase in leads or you don't pay.
