Poor Quality Leads

Yes No

Do you have a lead card?

Yes No

Does your staff have the necessary training to complete these lead cards?

Yes No

Does staff training include the challenge of in-booth presentations which leave the prospect wanting to do business in the future?

Yes No

Has the booth been designed as a lead generating environment?

What booth activities are scheduled to help exhibit staff attract prospects?

Literature

Yes No

Promotional products

Yes No

In-booth activities

Yes No

Seminars

Yes No

Draws

Yes No

Interactive activities

Yes No

Games

Yes No

Attractions

Yes No

Other activities that are scheduled:

No follow-up resources allocated

Yes No

Do you have the right systems in place for follow-up?

Yes No

Do you have the right personnel for follow-up?

Yes No

Can leads be sorted in order of priority?

Yes No

Are follow-up letters completed in advance?

Yes No

Are there collateral materials available?

How will you keep promises made at the show?

What plans are in place for on-going contacts?

No Accountability

Who gets the leads?

What do they do with them?

Example - Send literature (courier). Dispatch a reminder letter (mail, fax or e-mail). Phone call to say it’s coming. Follow-up call to set up an appointment.

How do they account for their activities?

Who is responsible for following -up with the sales reps?

Who is responsible for final reporting?

Is your follow-up plan in place? Will you be able to take full advantage of all the opportunities your show has to offer?