September 25, 2019 / by SOL Brand Solutions

Generating Leads at Trade Shows

A trade show is a giant hub of prospective leads, from big company names to the smallest vendors who are looking for eye-catching deals. This is why it’s crucial that you play your cards right and make a firm strategy of generating leads at your next trade show.

Here is a list of the 3 best ways for how you can go ahead with that:

  • Create a list of attendees – Knowing the who’s and what’s of the show is extremely important. If you have a list of all the attendees and sponsors, you will know how to execute your plan and attract your target customers. Sometimes, trade shows do not offer this data unless you’re a top sponsor. If not, nothing to worry about. You can inquire from your contact at the show, search in social media posts, and newsletters for companies and people who are attending. Create a proxy list, dig deeper to find out who all are attending.

 Once the list is prepared, get to see the people you know, companies who are perfect for your product, and attendees who you must contact ahead of time.

  • Prioritize your prospects – Once you have the data at hand, it is key that you prioritize your prospective clients and companies. Who do you want to attract? Who doesn’t seem like a good fit for your brand? Who can be attracted by your services? The best way to prioritize is to sort the attendees based on intent, fit, and opportunity.

Focus on the people who seem to be the best fit for your brand, those who intend to work with you, and those who appear to be as great opportunities for profit. This will be your pre-event outreach process.

  •  Obtain an event map – Try to get a map of the trade show, a list of its layout, and schedules. This is extremely helpful as it will help you to get some time for driving customers to your exhibition booth, as well as to figure out the best time for meetings with contacts prior to the show.


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