Old fashioned practices are destroying leads at events

Event Industry Insights | 2 min read

Although the #1 goal of companies that exhibit at events is to generate sales leads and build awareness, nearly 60% are still dependent on old fashioned practices when it comes to capturing critical prospect lead information. Practices such as business card collection and paper-based forms remain the status quo, and are resulting in companies capturing inaccurate and flawed data about prospects at events.

In fact, only 30% of companies reported that they are capturing appropriate demographic and lead qualifying information at their events.

Here's what atEvent General Manager Alex Lee had to say about this topic:

“The fact that 70% of companies are not capturing appropriate demographic and lead qualifying info is shocking given that generating sales is their top priority at events. What’s worse is the majority who are capturing that info are doing it in a slow and inefficient manner, so as few as 12% of exhibitors have optimal event lead capture practices.”

The message is loud and clear: old fashioned lead capture practices are killing your chances of closing leads! To solve this problem, companies need to leverage technologies and automated tools that exist today to ensure they're capturing the right information on prospects so they can close the leads more quickly and effectively once the event is over.

* Alex Lee is the General Manager of leading mobile event app solutions company atEvent. With more than a decade of experience in the interactive marketing, lead gen and mobile industry, Alex leads the organization's business and corporate development activities. Alex holds degrees in Management Science & Engineering and Computer Science from Stanford University.

  1. http://www.corporatemeetingsnetwork.ca/2012/10/16/ceir-releases-study-on-trends-in-exhibitor-sales-lead-capture-and-follow-up-practices/