by Cheryl A. Clausen

Trade shows for your best prospects are a great way to generate leads if you know how to take advantage of the opportunity. You can reap the benefits without having to rent a booth. The down side to renting a booth in addition to the cost is the fact that you're tied to the booth unless you have enough help to man your booth so that you can be free to roam the event. Most trade shows are recurring and you can know the date of the next one a year in advance, so you have plenty of time to plan your strategy for using this sales technique. When the event is held at a hotel or a convention center connected to a hotel you could rent a room during the event and send post cards to prospects inviting them to visit you to get something they would value. You could also host an after the event cocktail hour in your own private room.

You can walk the trade show making sure you meet as many potential prospects as possible, and then always have something of value to offer them to make a connection. Whatever your plan, make sure you have your entire marketing and sales strategy mapped out for the event far enough in advance to have everything prepared for the big event. That way you can get the most value from this sales technique in terms of real leads with real potential.

Arrive at the event early so you can get set up and know where everything is before the crowd descends. Contact the people running the event and volunteer to help. Working in some capacity at the event for a few hours will help you to get exposure to the right people. You may want to greet attendees as they enter and hand information about the event.

One way to gain the favorable attention of the vendors is to bring them an early cup of coffee. As you introduce yourself, be prepared to position yourself in a way that grabs attention and interest. Have a great attention getting core marketing message prepared and practiced for the event if you don't already have one. Start solid connections by having something to offer the people you meet that they would really want.

Your offer is the key to the whole lead generation process. Come up with something that is a value added proposition. Something your prospects would really want and it doesn't have to be something tangible. In fact, information that isn't readily available but really helpful or useful will encourage others to reach out to you.

The first step to using this insurance sales idea is getting the attention of the people you want to connect with. Make sure you tread lightly because you aren't paying for a booth and if you think you're going to walk around the trade show and sell the vendors you may get asked to leave. Your plan is to walk the trade show or to invite people to connect with you in your private meeting room. Just like any networking event you just need to meet and greet people and make a friend. If the person you meet seems like a likely prospect then you can mention special offer.

Why do most people waste the leads they get at trade shows? Because they don't follow-up or they don't follow-up fast enough. Remember the leads you got from the trade show don't know you, so you need to have a system to follow-up with those leads in some way within 72 hours or they're wasted. Beyond 72 hours they've moved on from the trade show and their interest and enthusiasm will have waned. So include your follow-up plan of attack in your overall plan. Top producers are top producers because they have a plan for their sales success and use proven sales techniques to work their plan.

About the Author:

About the author: Cheryl Clausen can help you get increased sales. Use top Insurance Sales get her free ecourse. Use top Sales Coaching check this out. Get your own completely unique content version of this article. Ebook library.

Tags: ebook publisher, asthma ebook, nutrition ebook, ebook publishing

Tags: ebook publisher, asthma ebook, depression ebook, ebook publishing

Download Ebooks, ebook publisher, Ebooks Online, Ebooks Resell Rights, Internet Marketing Ebooks, sales technique be a trade show attendee not a booth owner