Strategies for How to take trade show lead generation to the next level from a professional Magician! Scott Tokar, owner of Corporate FX joins Jim Cermak of Trade Show University to discuss strategies to maximize ROI at your next trade show, conference, expo and event!
** Want More LEADS, More SALES and More PROFITS at your next Trade Show?
Book a free 15-minute strategy call here: https://calendly.com/tradeshowu
Scott Tokar says simply drawing a crowd isn't enough; exhibitors must implement strategies to activate the audience, efficiently collect data, qualify leads, and ensure effective post-show follow-up. He advocates for moving away from linear processing and utilizing parallel processing strategies to maximize the number of quality leads.
Scott and Jim discuss:
- Beyond Crowd Gathering: Activating Your Audience
Tokar emphasizes that attracting a crowd is only the first step. The real challenge is "what do you do with a crowd once you've got them in the exhibit?" You activate them by:
- Moving the crowd to a theater-style presentation.
- Engaging them in a passport-style promotion with stamps.
- Using gamification, like a QR code and a prize wheel.
- Understanding the limitations of traditional badge and lead scanners
- Implementing Parallel Processing - collecting lead information from a large group simultaneously.
--- This process allows “30 seconds to scan a hundred people.”
- Quantification vs. Qualification - both are important for different reasons
- Qualifying Questions – The Key to Identifying Hot Leads. We give powerful examples of these!
- Automated Follow-up via Drip Marketing:
- Linear vs Parallel Processing
- Sales Staff Involvement and Observation
Scott's Top Takeaways:
-- Embrace Parallel Processing: Move beyond linear lead generation methods
-- Implement Gamification: Use QR codes and games to engage audiences and facilitate quick data collection
-- Leverage Data: Combine data from various sources for richer insights
-- Automate Follow-Up: Use drip marketing campaigns to stay in touch with leads
Connect with Scott Tokar:
- LinkedIn - https://www.linkedin.com/in/scotttokar/
Get your free Trade Show Traffic Scorecard: https://tradeshowuniversity.captivate.fm/
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Special Summer Offer: Exclusively on Apple Podcasts, try our Dateline Premium subscription completely free for one month! With Dateline Premium, you get every episode ad-free plus exclusive bonus content.
On Purpose with Jay Shetty
I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace. I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!