lead generation worksheet
If you offer a Business Opportunity or Franchise System, or even if you use trade show selling as a strategy for your small business – you need to learn the ropes. Whether it is a huge industry trade show and you are giant corporation, or just a small business using the trade show venue, there are things you need to know. It pays to do your homework well in advance of your trade show exhibit. Let me recommend a very excellent book on this subject:
“Show and Sell – 133 Business Building Ways to Promote Your Trade Show Exhibit” by Margit B. Weisgal – 1996.
This is the best trade show exhibit book that I have ever read. Usually trade show exhibit brochures, pamphlets and small books are given away by Trade Show companies and organizers, but nothing like this 300 page work. This book is so comprehensive that it makes a much better reference book than something you will only read thru once.
You will learn in the early chapters why trade shows work and what they are good at, as well as what they are not. Direct mail piggy back campaigns and advertising that works is also thoroughly discussed along with promotional product give-aways that are used, appreciated and more importantly remembered.
How to make personal contacts during the event, have get together afterwards and making an impression that allows for future business, open doors and networks of referrals for years to come. Staffing, professional talent, sales people and how to control your investment are but a few of the important things you will learn, as well as great openers, pointers on drawings, booth layouts and lead generation, data collection and follow-up techniques.
There are checklists, worksheets and very important things you may have never considered in this book. If you are going to a trade show or considering it, or wish to improve your performance, you need to read this and have it available in your personal business library.
“Lance Winslow” – Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; http://www.WorldThinkTank.net/. Lance is an online writer in retirement.
