Clarity in Lead Qualification necessary for exhibitors at enthusiast shows

“One of the things that needs to be identified from the very start is ‘what information do you want to walk away from the show with?’” 

Create a very clear metric for the information that you need in order to qualify somebody as a lead down the line. Also think about the customer experience and make that as easy and enjoyable as possible.

“So this all starts with the registration, right? They approach your booth. This is where you have the opportunity to capture information before you welcome somebody into your space. And this should be both efficient and easy and enjoyable for the consumer. So my advice here is to implement a streamlined guest check in that feeds into your CRM that's efficient, easy to use, like the EventsPass Lead Gen, which I have a lot of experience using, and it has made trade shows really a breeze compared to all of the other methods, such as, you know, pen and paper, which I know a lot of exhibitors that just like to go the old fashioned route or sales people prefer it.

“But when you start dealing with a larger volume, which I think is always the goal of any exhibitor, it starts to get a little bit complicated and there's more room for error,  in that way or losing, you know, information.

“I would say getting a good electronic system that feeds into the CRM and is easy for your staff to use as well is key.”

On that note, invest time in properly training your on site staff so that they know what the goal is, they know what information they need to capture, and they know how to deal with different obstacles that could potentially arise.