Trade Show Season Is Here!

Trade shows are a great way to generate leads, but the work doesn’t stop there. It’s important to follow up with your leads promptly and qualify them to determine which ones are the most likely to convert into customers. Utilizing a B2B telemarketing service can help with your B2B lead qualification and increase your ROI.  If you are a DIY type of company here are some tips for qualifying leads after a trade show phone calling:

1. Research your leads. Before you call, take some time to learn more about each lead’s company and industry. This will help you to understand their needs and pain points, and to tailor your pitch accordingly.
2. Start by asking open-ended questions. This causes your prospect to think and starts the conversation. This will also give you a better understanding of the lead’s challenges and how your product or service can help them.
3. Use your lead qualification framework. This will help you to assess the lead’s budget, authority, need, and timeline (BANT).
4. Be prepared to answer questions. Leads will likely have questions about your product or service, so be prepared to answer them in a clear and concise way. If a prospect is objecting it shows that they are listening. Being prepared for objections adds to your credibility.
5. Don’t be afraid to ask for the sale. If the lead is a good fit and they’re interested in what you have to offer, don’t be afraid to ask them to schedule a demo or a sales call.