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How to Get the Most Leads from NRA Show

How to Get the Most Leads from NRA Show. Brian Moon VP Convention Sales & Allied Membership April 17, 2014. Today’s Agenda. Staffing Your Exhibit Space Planning an Effective Exhibit Space Creating Goals Questions. Center for Exhibition Industry Research.

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How to Get the Most Leads from NRA Show

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  1. How to Get the Most Leads from NRA Show Brian Moon VP Convention Sales & Allied Membership April 17, 2014

  2. Today’s Agenda Staffing Your Exhibit Space Planning an Effective Exhibit Space Creating Goals Questions

  3. Center for Exhibition Industry Research • Tradeshow Average Field Sales Average • Cost per lead: $212.00 Cost per lead: $308.00 • Cost per sale: $708.00 Cost per sale: $1,140.00 • For the past 10 years, 81-83% of attendees have buying power • Average attendee spends 9+ hours on tradeshow floor • 86% of attendees will be new prospects

  4. Staffing Your Exhibit Space

  5. Staffing Your Exhibit Space: • Recruit the Best!

  6. Planning an Effective Exhibit

  7. #NRAShow

  8. Why am I attending NRA Show? • Learn about new products • Learn about new solutions • How can you, your company, your products help my restaurant / foodservice operation?

  9. Qualify Attendees • Keep track of time and attention • Develop introductory and qualifying questions • Find out if he/she is the decision maker or a purchasing influencer

  10. Planning an Effective Exhibit: • In-booth engagement starts with your staff • Use social media pre-NRA Show • Consider in-booth contest • Qualify attendees

  11. Creating Goals

  12. Sample goals at NRA Show • How many attendees do you want to stop by your exhibit space? • Collect X leads from business cards or badge scans • Collect feedback from X number of attendees • Are you focusing on promotion or launching a new product? • Make X amount of sales

  13. Center for Exhibition Industry Research • Tradeshow Average Field Sales Average • Cost per lead: $212.00 Cost per lead: $308.00 • Cost per sale: $708.00 Cost per sale: $1,140.00 • For the past 10 years, 81-83% of attendees have buying power • Average attendee spends 9+ hours on tradeshow floor • 86% of attendees will be new prospects

  14. Follow up, Follow up, Follow up • Be memorable; continue the conversation • Create mailing and e-mail lists • Follow-up phone calls • Use social media

  15. Creating Goals: • Plan and create measurable goals • Follow up

  16. Questions? @NRAShowSalesGuy

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