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Lead follow-up from trade shows

Discussion in 'White Hat SEO' started by Sente, Feb 27, 2013.

  1. Sente

    Sente Junior Member

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    I have a client who attends multiple trade shows across the country each year.

    They collect basic data from scanning people's badges (name, business, email, phone, address, etc.).

    They have been hand emailing them and (maybe) calling them after each show.

    There has t be a way to automate this!

    I don't think those emails can be imported into Aweber but maybe there is another service that will accept them. At the very least there is Groupmail.

    Any thoughts or advice? They want to stay clean (white hat).
     
  2. Sente

    Sente Junior Member

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    I found that iContact lets you inport lists and doesn't really check too much where you got them from. :)
     
  3. Endire

    Endire Elite Member Premium Member

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    Sente,

    Constant Contact is another email provider. Both CC and iContact that you mentioned allow you to send mass emails to lists of people. Its also super easy to manage opt-outs, create cool email templates, insert links and social media properties and there is also good tracking. You can see open rates, click through rates for links and other metrics.

    http://www.constantcontact.com/index.jsp

    Hope that helps,

    Shawn
     
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  4. the_demon

    the_demon Jr. Executive VIP

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    You can just load your list into Send Blaster.
     
  5. Endire

    Endire Elite Member Premium Member

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    One other thing, while you want to try and manage this in an automated fashion, you also want to follow this rule of thumb.

    If you get <150 leads per month, call them all at least 2 times that month to further qualify them as leads.
    If you get >150 leads per month, qualify the leads until you get to 150, then call all of those 2 times that month to further qualify them.

    All the leads go into a lead nurturing system so that you move them from leads, to qualified leads to sales qualified leads... There is a difference with each of these types of leads and the success of the sale will differ at each level.

    Hope this further helps you!
     
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  6. Sente

    Sente Junior Member

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    I'd appreciate more information on this strategy. Is this from experience or from a book I can buy?
     
  7. illmill

    illmill Registered Member

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    I do this for my day job. I manage a sales team. We get over 1k leads from a trade show, but it's not just scanning badges. We have people there talking to them and if they seem interested to learn more we ask them for their name and number and email (we also raffle off a prize for those who give us their details).

    You need to call people within 1-2 weeks of the trades show, while it's fresh in their mind. Otherwise, it's just a waste of time. You can't "automate" these calls, but you can train telemarketers in the philippines to do this (check out easyoutsource.com to find people to hire and it doesn't cost you money to post job ads or anything). It's only like $300-400 per month for filipinos to work for you full time. Then you get a voip service for them to make the calls.

    If you speak with them on the first call, then schedule a callback with them for a week later and try to sell them on that callback. If you don't speak with them on the first call, then try to call them back within 24 hours during a different time of the day. If you tried in the morning the first time, then try in the evening the second time, etc.

    This comes from a decade of experience in telemarketing and sales. Feel free to ask me more in this thread.