the June 2008 Issue in PDF Format - Trade Show Executive

Trade Show Executive’s
2008
INNOVATION
AWARDS
ListeNation Addresses the Challenge of
Lead Follow-Up
Javier Stewart
Ray Baum
Trade show exhibitors can sometimes
be their own worst enemy by not
following up on the slew of leads
collected during the event. ListeNation
has just won Trade Show Executive’s 2008
Innovation Award for devising a way to
use the company’s pre-recorded phone
messaging service to help exhibitors
with lead follow-up. Judges cited
ListeNation for their creativity in finding
a way to help solve this age-old industry
challenge.
ListeNation’s latest service, the
Pre-Recorded Followup System (PFS) is
billed as a guarantee that exhibitors won’t
drop the ball by failing to follow up with
the attendees that visited their booth.
Show managers play an important roll
in helping their exhibitors get the best
possible ROI since potential buyers will
not be overlooked.
“PFS calls are effective and easy to
implement,” said ListeNation President
Javier Stewart. “I think it could truly
revolutionize how leads are contacted
and tracked after a trade show.”
The PFS system works in similar
fashion to the pre-recorded “reminder”
messages sent to voice-mail boxes prior
to a show. But this time, the calls go out
during and after the show to attendees
who have visited the user’s specific
booth.
The Las Vegas company sends out
a series of three pre-recorded calls to
the list of leads that is uploaded into the
system at the end of each day of the
show’s run. The first call goes out that
night and is followed up by two more
calls at one-week intervals after the show.
As calls are returned, the lead list in the
ListeNation system is updated and those
who have responded are stricken from
the list.
The goal is to get the lead to call
back and speak to a sales rep at the
exhibitor’s office. ListeNation says the
response has been strong. “We’ll soon
begin to customize the PFS for our
larger clients and work to integrate it
with the top lead retrieval companies,”
Stewart said.
It was the second Innovation Award
for ListeNation. The Irvine, CA
company was honored four years ago
with Trade Show Executive’s 2004 Innovation
Award for its Voice Mail Broadcasting
service.
Reach Ray Baum at (888) 232-0028
or ray@listenation.com; Javier Stewart
at (949) 933-8879 or javier@listenation.
com
www.TradeShowExecutive.com Trade Show Executive June 2008 37