drinktec 2021 // 10 Steps for guaranteed success at trade fairs
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LEAD MANAGEMENT<br />
Perfectly-planned recording of contact d<strong>at</strong>a guarantees <strong>success</strong>.<br />
KEY QUESTIONS<br />
How do I ensure, be<strong>for</strong>e the <strong>trade</strong> fair, th<strong>at</strong> the optimum method is used to<br />
record contacts?<br />
In<strong>for</strong>m all employees of the process of recording contacts and set out a standardised meeting <strong>for</strong>m.<br />
This way you can be sure th<strong>at</strong> you have all in<strong>for</strong>m<strong>at</strong>ion available <strong>at</strong> the end. A record of the meetings<br />
simplifies the evalu<strong>at</strong>ion of your <strong>trade</strong> fair contacts and enables a quick response to your visitors.<br />
Be<strong>for</strong>e the <strong>trade</strong> fair has started, prepare a thank-you letter and send this to your visitors <strong>at</strong> the same<br />
day or shortly after the <strong>trade</strong> fair.<br />
How do I record the contacts on the stand?<br />
To be able to evalu<strong>at</strong>e in<strong>for</strong>m<strong>at</strong>ion about the meeting, this in<strong>for</strong>m<strong>at</strong>ion must be recorded directly after<br />
the meeting. Notes made during the meeting show your visitor th<strong>at</strong> you take their m<strong>at</strong>ters seriously<br />
– nevertheless, your notes should be made openly so th<strong>at</strong> your visitor knows wh<strong>at</strong> you are writing down.<br />
Do not <strong>for</strong>get to <strong>at</strong>tach the contact d<strong>at</strong>a or a business card of the person you meet to your notes. And always<br />
agree the next step: <strong>for</strong> example scheduling another appointment, having in<strong>for</strong>m<strong>at</strong>ion or an offer sent.<br />
How much ef<strong>for</strong>t does it take to record professional contacts?<br />
You can save your stand employees a gre<strong>at</strong> deal of time by using the right tools – and ensure th<strong>at</strong><br />
all d<strong>at</strong>a and meeting <strong>for</strong>ms are already saved in digital <strong>for</strong>m<strong>at</strong> <strong>at</strong> the <strong>trade</strong> fair. You can digitalize<br />
all your visitor‘s contact d<strong>at</strong>a by using professional Lead Management. All important contact and<br />
meeting d<strong>at</strong>a is immedi<strong>at</strong>ely available <strong>for</strong> subsequent processing.<br />
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