Five Essential Questions To Qualify Trade Show Leads
Following up with futile leads wastes time. Save energy and money with a selective follow-up strategy. Experts in trade show advertising, such as Oser Communications Group, help you do just that with lead qualification services.
By asking leads the right questions, you’ll maximize the impact of each trade show. Here are our top categories of open-ended qualification questions.
1. Are You the Decision-Making Authority?
First, confirm that your contact is allowed to make decisions for the company. This way, you’ll know you’re talking to the right person. Pitching your service to an assistant won’t always impact the company’s leaders.
You’ll also waste time if you need to go through your pitch multiple times. By verifying whether you’re speaking to the decision maker, you’ll usually get in touch with the right person. At the very least, you can gain a better picture of their company structure and develop a strategy for expediting discussions with multiple people.
2. How Is Your Budget and Purchasing Timeline?
Ultimately, purchasing decisions depend on money. Buyers want to know early on what a solution will cost. Likewise, you’ll need to know whether you’re wasting time on a lead who won’t be able to afford your service.
The key to not sounding absorbed by money is to ask about their budgets before sharing your pricing.
You should also discuss their timeline for implementing your solution to see if your needs align.
3. What Pain Points and Business Challenges Do They Face?
Find out the specific problem that is driving your prospect to act now. Perhaps they’ve just lost their old vendor or recently stumbled upon your service.
Understanding whether their needs are urgent can help you adapt your sales plan better. Non-urgent prospects might need a little more convincing and education before they jump.
4. How Did They Find You?
Learn how a prospective lead heard about you to determine their familiarity with your brand. Those who already know your company are more likely to trust your services and customer experience. Make it a priority to educate new customers on why people love your company beyond a single service.
The golden ticket is a prospect directly referred to your brand. When past clients recommend you, new clients already trust your service a little more.
5. Is There Obvious General Interest?
Gauge how invested a prospective lead is in your service. Determine whether they feel a solution is required or whether doing nothing is an option. Sometimes, you may be able to convince prospects that not acting isn’t an option, but often, these half-hearted leads go cold.
Trust Oser Communications Group With Your Leads
Contact Oser Communications Group for guidance on lead scoring and prioritization. Our experienced team will help you with everything from engaging trade show attendees to developing your follow-up strategy and engagement plan.
Make the most of your next trade show by having a plan to nurture only the best prospects. Call us at (520) 721-1300 to get started on your customized strategy today.
