Megan Powers Sales Babble
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How To Find Great Leads at Conferences with Megan Powers #302

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How To Find Great Leads at Conferences with Megan Powers #302

Megan Powers Sales BabbleIn this episode Megan Powers and I talk about how to find great leads at conferences and trade shows. These events are a unique networking situation. Megan shares how she prepares for conferences to meet an attendee. We talk about preparation, how to target, the intent of all your “in-person” introductions and lastly, how to follow up after meeting.

What To Do When You Attend a Conference

Before you travel to your conference or trade show be prepared. Have a process like the one below to find great leads at conferences.  Keep in mind you’re playing the long game.

      1. Download the attendee list. Look for prospects.
      2. Build a hit list.
      3. Email the hit list before hand “Hi I see that you’re going to attend the XYZ conference. Could we meet for coffee?”
      4. At the conference follow up and meet for coffee.
      5. Don’t make a pitch!  Don’t sell. Exchange business cards and try to get to know them.  You will follow up after the show.
      6. Understand that sales is a long game. Take your time to build trust.
      7. The trick is  find leads at conferences and trade shows for each every event. Don’t just show up for goodwill. Aggressively use the opportunity to grow your funnel.

When You Return From The Conference

Create a drip campaign with all the people you met at the event.

      1. Send a handwritten note.
      2. Wait a week, connect on LinkedIn.
      3. Send an email when they accept your connection request.
      4. Wait a week, set up a phone call either via email on on LinkedIn INmail.

Now you’ve warmed them up for your pitch if….. you’ve found they are qualified. If they’re not, still keep in touch. Things can change in 6 months.

RFP Thoughts

In some situations you can’t get around responding to an RFP.  Megan advices asking follow up questions before responding. Take the answers that you get and integrate them into your response. By reaching out to the buyer, it shows your interest and they will appreciate that.

How To Work A Trade Show Booth

The biggest mistake exhibitors make at  a trade show is failing to follow up. It only happens 60% of the time according to Megan’s research study. Create a process (see above) and execute for your next conference.

How To Find Megan Powers to Find Great Leads at Conferences

For further info on how to find leads at conferences and trade shows find Megan here:

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