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I’ve been crafting nurture sequences (manual and automated) for about 10 years and most of the principles in that skill apply to the use of AI in following up after tradeshows.  AI has been around a long time – it’s just more easily accessible now with Chatgpt being the buzz word of 2023.

There are 3 key areas to get right in using AI and automating some of your follow-up.

1. Personalization – always send personalised messages – specific to their needs and or what they are interested in.
2. Timing – ideally within 24 hours of meeting them for a quick touch base. AI makes this easier.
3. Systemize it – have a process in place that is consistent, clear and not haphazard.

One of the BIG downfalls of following up is that it is not done with purpose and regularly enough. 

People tend to give up after 1 or 2 follow up attempts. 

According to Tradeshowlabs.com, it takes approximately 3.5 sales calls to close a lead generated at a trade show.

Yet, I’ve regularly heard people say to me – tha...

What is great follow up to after a trade show, conference or doing sales calls.  Make sure you do this one thing to avoid the table tennis game afterwards.  

You know the way - you had a great conversation with them at the time, then you end up trying to chase them... and annoyingly they aren't getting back to you.

Try these techniques and have more success.

Get these 2 things right when having a first time conversation with a potential client at a trade show - or first meeting.

This is my Steps to WIN™  Methodology. 

It is a map to help you build a Client Centric Sales Process.

Don't WING it!

Prepare in advance what questions you want to ask.  

Know what you want to walk away with.

Be strategic in your approach.

Be curious. :)

#tradeshows #salestips #salesteamdevelopment

Tip #1 to Make your Investment in Trade Shows Pay Off Quicker

Once you've confirmed an appointment, connect with them before the Show

Don't wait until the show to make a connection. Get them excited to show up to your appointment.  Here are a few ideas on how to do that.

> Send them a personalized video. LinkedIn is great for that.

> Send them photographs that may be of interest, something different.

> Send them something fun, something relevant to start the trust-building earlier on.  This may have nothing to do with business.  Thread carefully - you will need to research their social media channels to know what is of interest to them. 

The result is that, when they sit down to meet you, they'll at least feel that they know you and some of that chit chat will be over with and they'll feel that connection so it'll make your in-person meeting more productive.

When I worked with Karin to help her make a significant investment in a trade show pay off, she applied these tips.  They ...

Isn't prospecting frustrating? Well, it doesn't have to be. In this week's Feely Focus I share what is key to get right before you start looking for new clients. It makes business development so much easier while enjoying it along the way.

The biggest frustrations that I'm hearing from salespeople right now are these:

• Number one, I just really want to pin down the right people, how do I pin them down Ciara? It is prospecting headache #1.
• The second one is, just need to get them at the right time, and then I'll be able to sell to them.
• And the third one is, how do I create better conversations where I don't feel "salesy". You know that feeling of really building that strategic relationship with the client, which is what is so important in the B2B world right now.

So if you're experiencing these frustrations, or if you're hearing them from your team, this is what is happening.

The client isn't making a link between the value that you/ your business or your team bring to the tab...