by Tony Vidler
Trade show and expo’s are potentially fabulous sources of qualified prospects if you are clear about who your target market is.
A trade show focussed on “Big Boys Toys” where it is all about luxury items and cool gadgets for people with more money than they know what to do with won’t be a good fit if your target market is young first-home-owning couples. So the target audience for you and the trade show have to be somewhat similar to begin with, or everything that follows is basically useless. Not every expo or trade show will be a good fit for every adviser looking for clients.
Over the years of running with some expo’s myself and working with a few advisers who use them repeatedly for their primary prospecting methods, we’ve learned a few things about how to make them really effective – and “really effective” means going from generating perhaps 10 decent leads for a 2-day show to generating 50 decent leads – and with another couple of hundred possibles for the future.
With each trade show or expo you learn a little bit more, and refine the process and in this quick video I discuss the 10 “rules” that make a trade show exhibition work really well as a lead generation method…….
Watch the video to learn more…