The overwhelming need for companies exhibiting at trade shows and exhibitions is to make on-the-spot sales  to generate leads and for the sales force to maximize sales from leads generated.

Exhibition leads actually represent SOME people who want to be sold.  But exhibition leads are never exclusive.  You have to be organized to move fast.  Often the firms which get there ahead of the competition make the sale.  You  not only stand to lose the sale - you also stand to lose a repeat buying customer.  Only you know how big a loss this might be in the short and long term.

From the time they return to the office, the sales force is heavily involved in other (important) matters which have meanwhile piled up.  These pressing matters are attended to first.  With the result that expensively harvested trade show leads are not treated with the reverence and urgency they deserve. Bad leads are distributed to the sales force (or worse - they are distributed to distributors or VARS) together with the good.  But bad leads usually dispirit sales people, so that even good leads suffer.  And fulfillment sometimes takes weeks. 

If leads are not properly qualified, evaluated, prioritized and quickly followed up, they lose their value.  In a week they become lukewarm.  In 2 weeks they could be dead.

To maximize the value of each sales lead the following tasks need to be intiated.

• Identifying buyers and/or decision  makers
• Lead qualification
• Lead quantification
• Lead evaluation
• Fulfillment
• Prioritization
• Preparation of documented profile for each sales lead evaluated
• Lead management
• Lead tracking
• and more.

HOW DOES IT WORK?

1.  Lead Transmission:

Leads are sent to ETI at the end of each day at the show and are immediately  processed into ETI's relational database.
 

2.  Lead Qualification:

Client provides qualifying questions to be asked of each prospect.  This is then set up on our on-line interactive call-guide system. 
       
3.  Qualified leads:

Leads are then delivered 'Just-in-Time' to your sales force or designated VAR or distributor.  Or leads are faxed through whatever your preference. 

4.  Fulfillment:

ETI can personalize and mail (or fax) fulfillment packages to prospects requiring more information.  (Client provides letter copy and brochure.) ETI will, of course, call back to qualify sales potential.

REPORTING:

ETI provides client's with a detailed profiles of each prospect together with pertinent comments regarding each conversation. (Click here for some Samples.)
       
We also provide a complete range of other reports such as  ...

• ALPHA listing of prospects.
• LEAD TRACKING REPORTS by current status for each  salesperson.
• RESPONSE ANALYSIS based on questions asked.
• 'NO' ANALYSIS.  (Why prospects said NO.)
• SALES LEAD CALL REPORTS with comprehensive detail for follow through  by each salesperson.
• Call Statistics
• and more.

Additional reports can be customized to suit your particular requirements.  (Sample Reports)