Comments on: Trade Shows: Speed Dating For Businesses http://gigaom.com/2010/01/08/trade-shows-speed-dating-for-businesses/ Sat, 25 May 2013 16:32:35 +0000 hourly 1 http://wordpress.com/ By: Jeffrey Blackwell http://gigaom.com/2010/01/08/trade-shows-speed-dating-for-businesses/#comment-90971 Fri, 05 Feb 2010 18:59:44 +0000 http://webworkerdaily.com/?p=25796#comment-90971 It is true that most leads are not followed up after a show. There’s usually a disconnect between sales and marketing that’s to blame. Marketing hands over a pile of leads to sales and maybe a packet of marketing materials goes out. Having a real plan is essential to follow up after the show.

Speed dating is a terrific analogy, but business is funny. Sometimes there are possibilities where there is no apparent personal connection. The right follow up technique ensures that even those people you didn’t talk to for very long have the opportunity to connect with you after show.

We posted more on the topic here:

http://tradeshowfeed.com/2010/01/return-on-exhibiting-a-new-trade-show-roi-service-from-rogers/

]]> By: roberthackenson http://gigaom.com/2010/01/08/trade-shows-speed-dating-for-businesses/#comment-90970 Fri, 22 Jan 2010 15:28:19 +0000 http://webworkerdaily.com/?p=25796#comment-90970 I think the other thing people need to remember is that they need to follow-up with the leads they meet at the trade show. Statistics show that 79% of trade show leads are not followed-up with and climbing. Not only follow-up, but follow-up with the right information. It is vital that the company has a strategy in place before the show begins on how they plan to follow-up with the leads after the show. This will help in the conversion rate and increase ROI.

]]> By: Michael Thimmesch http://gigaom.com/2010/01/08/trade-shows-speed-dating-for-businesses/#comment-90969 Fri, 08 Jan 2010 23:05:03 +0000 http://webworkerdaily.com/?p=25796#comment-90969 Hello Nancy,

Congrats, that’s a very an apt analogy for trade shows with the concept of speed dating for business. You are right that the web has made getting product knowledge easier, so the relationship building and “look you in the eye” aspect of trade shows has increased in importance.

Most exhibitors follow the “speed dating” analogy to the letter, meeting new people at the show, spending about 5 to 10 minutes with each prospect, swiping their badge, and moving on.

To take your analogy further, a few saavy exhibitors are going past speed dating to arranged marriages. They are setting up appointments in advance with their best prospects, who they then have longer meetings with, using the show as a focal point to bring together top company execs and technical experts to help close a deal.

Thanks for the post, and I hope you enjoy the Craft & Hobby Association show.

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