Which of your leads are real buyers?
The list of badges you scanned proves traffic. It cannot tell you who you actually talked to, what they asked for, or who you spoke with and never scanned. Here is a free 15-minute way to find out.
The follow-ups that matter are the ones your leads list leaves out.
- Who you actually talked to. A scanned badge looks the same whether it was a twenty-minute conversation or someone collecting points.
- What each person asked for. The problem they named, in their own words, is what makes a follow-up worth answering.
- Who owes what. What you promised them, and what they promised you. Their promises are the ones nobody tracks.
- The people you never scanned. No card, no badge, just a first name and a company. They are often the best conversation of the day.
Your leads list, whoever worked the booth, and 15 minutes.
Do it the day after the show, while the team still remembers. Everything happens in one spreadsheet: your leads in the first columns, four columns you fill in, and the counts at the side. Download the spreadsheet, or get it by email with the form above.
1. Paste in your leads
Export the badges you scanned from your lead app, as a spreadsheet or CSV, and paste names, companies, titles and emails into the first four columns. Any lead app's export works.
2. Mark who you actually talked to
Go down the list once with the booth team. Y for a real conversation, N for a badge scanned with nothing behind it (a game, a giveaway, a walk-by), and ? when nobody remembers.
3. Write one line for every Y
What they asked about, or the problem they named, in their words if you can. If nobody can write the line, it is a ?, not a Y.
4. Write down who owes what
Anything you promised (pricing, a demo, an introduction) and anything they promised (to call you, to check with their boss). Their promises are the ones nobody tracks.
5. Add the people who are not on the list
Everyone you talked to and never scanned. Write every clue you have: a first name, a company, a city, what they sell, a colleague they mentioned.
6. Read the counts
The spreadsheet counts them for you: how many leads were real conversations, how many were scans with nothing behind them, and your true conversation count once the added people are in.
7. Follow up in this order
Y rows with something in Next first, then the people you added, then the rest of the Y rows, then the ? rows last.
Or we do it for you, with the whole show behind it.
Send your leads list for a Free Leads Report. We send back who you met, ranked by how well each one fits what you sell, and, for a show we watch, the companies in your market that were there and are not on your list. It is free and comes back within two working days. Send it in any form: the file your lead app exports, the original photos of badges and business cards in a shared Google Drive or Dropbox folder, or the names you wrote down.